I am up to my neck in work.   I have a full-plate of search assignments and a consulting gig.  I have a major presentation to deliver in September.  I am talking with a client about beginning a C-level search. That is the good news!   The bad news is that I am six months behind on some tasks, like completing my expense reports, and three months behind in balancing my accounts.  Am I worried?  No!  I learned a valuable lesson (not sure when) that eliminates the stress of dealing with past due work.  Now, don't misunderstand, these tasks are not customer related.  They are merely administrative; important, but not urgent.   The secret I learned and came to embrace is that a little effort, over time, can support big results.  By investing just ten to twenty minutes a day, I will be back on schedule.

You may be wondering why I am completing expense reports given that I own my business.  Well, honestly it is a hold-over from my corporate career.  It is a useful discipline that I have maintained in my executive search business.  Quick Books allows me to print out weekly expense recaps which make it easier to compile my expense report.  Of course, those reports do not include cash expenses or mileage.  

I have learned that investing a few minutes a day on important but not urgent tasks improves my effectiveness.  It might not seem like much, but, I continue to become more productive.  It is far better than procrastinating until one is forced to make an investment in time to tackle the issue.  When I look back, I am reminded of a habit I developed early in my career.  I began each day by reading a chapter of a non-fiction business book, or the Wall Street Journal.  That practice helped me steadily advance my career.

Not long ago, I took some advice from Bill O'Reilly, the host of The Factor on the Fox News Network.   Mr. O'Reilly caught my attention when he suggested that a glass of water with a lemon wedge before every meal would help prevent overeating.  It was not the first time I had heard that, but I was receptive to the idea.  I had lost control of my weight and knew I must make some changes.  I tried it, and it worked.  Creating that habit was a small step.  It led to additional dietary changes.  Over time I shifted toward more fruit, vegetables, and protein.  These adjustments have allowed me to maintain my weight without spending time in the gym or on crash diets.  Significant changes begin with a single step.   

Last week I met a CMO, who  noted that I had recently published my first book.  He asked me how long it took to write.   Somewhat tongue-in-cheek, I told him that it took five years of weekly blog posts.   The book did grow out of my Blog, so my response wasn't entirely facetious.  My colleague Stan, and I have a running joke about ideas for his book.  I ask him why he doesn't start by writing a blog.  He tells me that his working style is to sit down and bang it out all at once.  I just laugh.   We both know he is too busy to block out that amount of time, so I keep poking him.

In my view, productivity improvement is all about replacing less than optimal work habits with more productive behavior.  Technology is very helpful.   The voice to text service on my landline eliminates the need to check my voice mail box. Using the "rules" option in Outlook helps me organize my email by topic, client, and assignment.  It is another valuable time saver.    My iPhone has been a major productivity enhancer.   Now I need to find an app to integrate my mileage and cash expenses into my Quick Books account.   If I can eliminate that irritant, well, you get the idea. 

Thank you for visiting my blog.  I hope you enjoyed my 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 important to me so; please leave a comment.

Jim Weber, President
Author of: Fighting Alligators: Job Search Strategy For The New Normal
New Century Dynamics Executive Search

I was talking with a friend this week, well listening actually.  He was venting about difficulties he was having with a client.   He was agitated.  It seems the client’s demands are beyond their agreement.  Meeting their needs is taking time away from other, more substantial clients.  He said that he needed to find a way to end the relationship and move on.  No value judgments here.  Finally, he asked me how I would deal with this client, based on my experience.  "How do you handle conflicts like this, Jim?"  I quipped that I preferred a flanking maneuver over a frontal assault.  In other words, find a way to finesse the situation.  Look for a win-win outcome.  Then I explained that I liked to step back, confer with colleagues, and take the time to craft the proper response.   That seemed to make sense to my friend, and we moved on to other matters.       

Later, our conversation got me to thinking.  Building a productive business relationship requires an investment of time and energy.  Protecting those relationships is fundamental to success.    How does one protect that relationship  if conflict develops?   So much of our contact today is via email.  Communication moves very fast.  It is easy to misinterpret one's intent.  Often,  we don't take enough time to evaluate the tone of our missives.   It is easy to talk past one another and raise the ire of the reader.  Consider the crass language one encounters across social media sites.

Early in my career, back when we had secretaries typing our memos, my boss continually reminded me that the written word, by its nature, tended to be cold.  It is all too easy to misinterpret one's intent and to take offense.   He coached me to be careful with my tone to ensure that my message was accurately received.   Believe me; I needed the coaching as I carry the "snarky" gene.   I haven't always followed his advice, but when I have    the result is always better.  I have had situations with clients that were going in the wrong direction, possibly to a dissolution of our relationship.  In very few cases a divorce was the best outcome, so I let it happen.   Usually, the association was too important to lose.      

I have found that conflicts can be resolved by whatever media one chooses, mail, phone, or face-to-face.  My preference is via phone or in person as we all tend to behave better and can assess the other's emotional response.  Often a two-step process can be effective.  I like using a dispassionate email to outline the situation and then request a phone conversation or personal meeting. The important point is to step back, cool off, and get the perspective of a trusted colleague.  Never respond in the heat of the moment, unless you want to end the relationship. Even then, terminating a relationship has consequences.   Your reputation is at stake. However, that is a topic for another post.      

In a recent situation, following this process, I presented the facts from my perspective.  Based on those facts, I outlined the strategy I was following.  I did not make any attributions to the other party as to his intent, motivations, or the validity of his position.  At best, that would have been speculation which would further inflame the situation.  I did suggest some actions that would put the project back on track, and invited the other party to schedule a phone conversation.    The outcome was the win-win situation I had hoped for.  The project was put back on track and successfully concluded.

Our actions have consequences which impact our reputations and livelihood.   Resolving conflicts require a cool head and a good plan.  You must keep your emotions in check even if it means biting down hard on your lip.  Remember Steven Covey, seek first to understand.  Let the other present their position and suggestions to resolve the impasse.  Repeat back their statements to ensure that you understand their concerns.  Make your points while working to find common ground.    Most of all, never, ever respond to any email or voice mail message while you are angry. 

Thank you for visiting my blog.  I hope you enjoyed my 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 important to me so; please leave a comment.

Jim Weber, President
Author of: Fighting Alligators: Job Search Strategy For The New Normal
New Century Dynamics Executive Search

LITTLE THINGS CAN MAKE A BIG DIFFERENCE

By this time, you know that the inspiration for these posts come from my actual experiences.   When I encounter three similar situations in the same week, that usually becomes the topic of the week, and so it is with this week's post.  A lot has probably been written about business lunch etiquette and the protocol of payment.  It may seem like a little thing, and to some extent it is, but the ritual of paying for a business meal is important.  A little faux pas in this connection can turn a productive meeting into a questionable situation.  Furthermore, all other things being equal, fumbling this event can become the difference between closing the deal, or not.  This week I experienced one of those situations, and it gave me pause.  

Among other events, I had three luncheon meetings scheduled this week.  One I called to talk with a friend who has been helping me launch my book.  The other two were with people who wanted my help.  One is a good friend and networking contact, the other a referral from a friend.  In the first case, the last meeting of the week, I needed some additional information from Brownell, an experienced e-book author who knows her way around Amazon.com.  I wanted to confirm one final bit of information.   She is moving away from the Atlanta area in a month, so all the more reason to treat her to a nice lunch. 

The first lunch of the week was with Don, a referral from another friend.  Don is in his early fifties and having difficulty finding a new situation.  As he was in town on personal business, we decided to meet for lunch and to include my business partner, Stan.  Don reached out to me, looking for my help and advice.  Now, I was not expecting Don to buy me lunch, but I was a bit surprised that he did not offer to cover his portion of the tab.  His decision to stick me with the check was a blemish on the meeting.  Granted, it was a little thing, but if our situation were  reversed, as with Brownell, I would have gladly paid for lunch.  Little things speak volumes. 

The third meeting was a late breakfast meeting with my friend Charlie who reached out to me.  I have not seen Charlie in a few years, but we are connected on LinkedIn and Facebook, so we have not lost contact completely.  Charlie saw that I was near the publication date for my book and called to schedule a meeting.  After a good breakfast and a complete debrief on the other’s activities since our last meeting, we got down to business.  To make a long story short, Charlie is involved with a cloud-based Training and Development Company which he thought would benefit me in my efforts to market my book.   He was also looking for some introductions to help him with another consulting project. When we completed our discussion, Charlie grabbed the check.   I asked to share the bill, but he would have none of that.  Charlie is still the class-act I have always known him to be.  Needless to say, I got right to work making the connections we discussed. 

When you are trying to build a business relationship, remember that you are being evaluated by the other party.  People want to know that you are    professional, competent, and trustworthy.  They want to have confidence in your integrity.  They want to ensure that an association with you will not reflect poorly on them.  Rest assured that little things could make a big difference.  I learned this lesson the hard   way, fortunately for me, while I was still a young aspiring professional. 

The simple rule of thumb is "he who calls the meeting picks up the check."  If in doubt, offer to pay your share of the bill, or pick up the tab.  Don't leave your luncheon partner in an awkward position.  If you do, an otherwise useful and productive meeting may become a wasted effort.  Little things can make a big difference!

Thank you for visiting my blog.  I hope you enjoyed my 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, President
Author of: Fighting Alligators: Job Search Strategy For The New Normal
New Century Dynamics Executive Search
www.newcenturydynamics.com

A funny thing happened while promoting my book this week.  Reaching out to people who might be interested hearing me talk about “Job Search in the New Normal,” I became a volunteer for a faith-based job search program.   I have known of the job networking program run by the Roswell United Methodist Church, but never took the time to learn about their work.  I thought it was just another networking group that met once a month.  As luck would have it, the day of my email inquiry coincided with their monthly program.  I received a gracious invitation to attend the evening “Fast Start Program” and a personal overview from the Volunteer Ministry Co-Leader, Jay Litton. 

So, I arrived at 5:30 p.m. to attend the evening events. Most of the participants had been on the campus since early afternoon attending workshops.  Those workshops covered an array of topics from the fundamentals of job search to advanced discussions on crafting a job search strategy.  Some, like me, were first-time visitors.  The evening session began with a light dinner and orientation to the program.   The meal was free, but donations were accepted.  Their dining room is a large multi-purpose facility, like a high school gym, including a stage.  Each table of eight people included a volunteer who facilitated introductions and conversation.  The dinner program began with a brief inspirational message followed by a discussion at the tables.   The message for the day was about strength and courage, taken from the Old Testament Book of Joshua, very appropriate.

At 7:00 p.m. the dinner meeting ended and the participants went off to attend more workshops.  As I said, the topics covered every imaginable issue from resume preparation to interview skills.   There were even a number of employers on premises to talk to people interested in their current job openings.  At this time, Jay and I reconnected to complete my orientation.  After we had finished my tour and overview of the resources provided by their program, I sat in on one of the break-out sessions.   The one I chose happened to be facilitated by my colleague, Richard Kirby.  He was leading a discussion on interview questions one should expect.  Richard was gracious enough to ask for my input, and I willingly complied.

Since the Job Networking Ministry is an outreach of the Roswell United Methodist Church, there is a significant spiritual component to their program.  This is a key point as one’s spirit is aggressively challenged when unemployed.    Feeding the soul, recharging one’s psyche is critical to success.  This is integral to their ministry.

The end result is that I became sold on their program.  Before Jay and I finished our time together, I asked how I could be helpful.   He told me that I could help with follow-up telephone calls to first-time visitors and suggested that I facilitate a discussion group at the next meeting.  I happily accepted the invitation.     This ministry is highly professional and well-structured.  It is competitive with any outplacement program I have seen, but is free and open to the public.  I am looking forward to my association with RUMC Job Networking Ministry and plan to become a leading evangelist.  If you find yourself between jobs, it would be wise to become familiar with this program and find something similar convenient to you!

Thank you for visiting my blog.
I hope you enjoyed my 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, President
Author of: Fighting Alligators: Job Search Strategy For The New Normal
New Century Dynamics Executive Search
www.newcenturydynamics.com