Metrics of Success: How to improve your Career Opportunities

The other day, while conducting a mock interview workshop, I asked the interviewee what compensation he was looking for. He proceeded to say that he needed at least six figures because he has two kids in college and alimony payments in addition to his mortgage payments. Now you might think that this is a reasonable approach, to determine what your obligations are and therefore what you need to earn.

However, your obligations have no relevancy to the company or to the value you bring to an organization. The reality is that whatever projects, processes and tasks you do for a company need to contribute to either the growth of revenue, the reduction of costs or the mitigation of risk. If your work is not helping the company in any of these areas, it is hard for a company to justify paying your salary. Therefore it is essential for you to understand how your work in impacting your organization.

In an earlier blog I wrote about 10 Tips to Optimize Your Career Security. This is the fourth instalment, Tracking Your Success. If you have followed the first tip and ask the right questions, you will understand how your projects and tasks fit into the needs and goals of your company. Once you understand this, establish Key Performance Indexes (KPI’s) relevant for your tasks and projects to measure your growth and performance. These can be in the area of time saved, improved efficiencies, improved productivity, and improved quality. You can then measure your performance against when you took over a position, or show year to year improvement.

Renowned management thought leader Peter Drucker is often quoted as saying that “you can’t manage what you can’t measure.” What this means that you can’t know whether or not you are successful unless success is defined and tracked.  With a clearly established metric for success, you can quantify progress and adjust your process to produce the desired outcome.  Without clear objectives, you’re stuck in a constant state of going through the motions

Not only do these measurements help your organization to understand your success, but it also helps you to understand your value. When you are able to articulate your success through quantified accomplishments, you demonstrate that you are aware of how your role impacts an organization, and that you are not just going through the motions, but striving for the success of the company you work for. You are no longer a commodity for the company, but a solution for their problems and a resource for their opportunities.

This blog is written by Greg Johnson of Above The Rim Executive Coaching

Gold Bars Image courtesy of ponsulak / FreeDigitalPhotos.net

My LinkedIn Mentors Rock!

Wayne Yoshida is a professional that I have had the tremendous pleasure of working with.  He is constantly pushing the knowledge envelope and experimenting and looking for more ways to leverage the power of LinkedIn. My LinkedIn Mentors Rock!.

Are You Taking the Initiative to Master Your Role or Do You Just Do Enough?

A few weeks ago, I wrote a blog on 10 steps to optimize your career security. This is the second installment in elaborating on the 10 steps. It may seem like a no brainer that, in order to increase your career security, you really need to master your role. Unfortunately, the culture in most of corporate America fosters an attitude of doing things the easy and convenient way rather than doing the best way. In most cases, if a person performs at 70% or 80%, their compensation will be no different than if they perform at 100%. Furthermore, people feel they don’t have the time to really take the steps to fully master their role. People get into a pattern of punching the clock, trudging through the daily grind, with the goal of getting through the day. We end up just going through the motions.

The problem is two-fold. First is that productivity for the company really suffers. Secondly, and from a personal career perspective, more importantly, this type of work philosophy validates the company’s view that employees are nothing more than commodities, and when it is time to cut costs, the employee gets the boot.

In order to truly master your role, you need to understand what part it plays in helping the organization achieve its mission and goals. If you have taken the time to ask questions as discussed in the first installment, you will have a greater understanding of how you are contributing to the bottom line of the company.

Additionally,industries and technologies are constantly changing. Are you staying on top of the advances? You need to be constantly seeking ways to increase your knowledge. Ways meet this demand will be addressed in a future blog.

Finally you need to be constantly looking for ways to improve performance and quality. Too often employees are not motivated to make these improvements because it takes too much work, and it is easier to just go with the status quo. Again this is where complacency sets in, and also furthers the employer’s view that you are just a commodity.

* Three Business Men by Kosta Kostov

This blog is by Greg Johnson

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Are You Asking the Right Questions On The Job? 6 Questions To Improve Your Career Management

In my most recent blog, I discussed 10 practices that will optimize your job security. Today, I want to elaborate on the first practice; Ask questions and be an active listener. Are you asking the right questions on the job? The biggest challenge I see for people who are looking for a new job is that they cannot identify the value of what they have been doing in their career. A vast majority of professionals view their job in terms of the process or tasks they do on a regular basis. The problem is that this just reinforces the fact that you are a commodity in the eyes of the employer. What you have to keep in mind is that in order for you earn a salary, you need to:

1. Help the company generate more revenue than the cost of employing you
2. Help the company save more costs than the cost of employing you
3. Help the company mitigate more risks than the cost of employing you

If you do this, there should NEVER be a reason for your position to be eliminated in a cost reducing restructuring. Unfortunately most people when asked to identify and quantify their accomplishments, they just say that they do not have that information. If you are an IT manager, and you develop and implement a system for the company, what are the results of your work, and what is the return on the company’s investment? Just because you have done a project or task, does that mean you have done it successfully? How do you then define the success? In order to really understand this you need to ask questions about the purpose of the task, process or project you are working on.

In our career, we need to be extremely proactive in asking questions. These questions can include some of the following:

1. What is the purpose of what I am doing?
2. How does it fit into the achievement of the company mission?
3. How does it impact the performance of others?
4. What are the measurable metrics before you start?
5. What are the measurable metrics after you finish?
6. What is the cost of your project, task or process?

You should be talking not only to your supervisor, but talk to the stake holders in the project or tasks you are working on. Make sure you understand the objective and what they are looking to achieve from your work. Understand how it will impact their job. Talk to team members in other departments, and learn how your work impacts them? By taking these steps, not only will you better understand the value you deliver, but people you work with will also understand the value you bring.

10 Tips to Optimize Your Career Security: Practices of Successful Professionals.

One of the biggest concerns of people have today is job security. While it is the new normal that job security doesn’t exist, the good news is we can significantly improve our career security. Too many professionals let their career happen to them. They put their nose to the grindstone and assume their work will be noticed, appreciated and rewarded. Unfortunately, this is not the case. Unless you strategically and purposefully take action, your work is taken for granted, and when the powers that be decide they need to reduce costs, you are restructured out of a position.

It is extremely important to understand that the key to your next promotion or your next job opportunity is not the skill and experience you have (although this is important), nor who you know, but who knows you and what is their perception of your professional capabilities and subject matter expertise. Most people go through their career with only a very small handful of people that have an idea of their value and subject matter expertise. So how can you build and spread your reputation?

1. Ask Questions/ Be an active listener.
   1. Understand the purpose of your tasks and projects.
   2. Understand how your role impacts the success of the company and others in the company.
   3. Understand how other’s roles impact your success.
2. Master your role.
3. Track results of projects and tasks.
4. Communicate.
5. Look what you can do outside and above your job description.
6. Take on board or committee positions in professional associations.
7. Network both inside and outside the company.
8. Continuously improve skills, knowledge and certification.
9. Mentoring.
10. Succession Planning.

I will be writing on each of these over the next while and would love to have your feedback on your thoughts of how these and others impact your career management.

Blog by Greg Johnson | Above The Rim Executive Coaching

What Legacy Are You Creating?

Are you going through the grind day after day just for a pay check? In today’s economy it is a struggle just to put a roof over the head of your family and food on the table. With this people get so focused on just keeping their head down and doing their job, not thinking they have time for anything or anyone else. However, I have had the opportunity to work with and be impacted by some wonderful professionals that are leaving behind a legacy far richer than the money that they or anyone can make. These people are living their lives with an ideal and an integrity that is not only inspiring, but enriching. Here, I would like to mention just a few of them.

Scott Friedman is a very successful project management consultant who built a thriving practice with clients in Minnesota, North Dakota, South Carolina, Arizona, Oregon, Alaska and California. As part of Scott’s desire to help others, he was a member of cave/cliff rescue squad saving many lives. Then in 2003 Scott was diagnosed with brain cancer. After surviving several brain surgeries and chemo therapy, some might say that Scott is putting his life back together. I think Scott is finding the perfect way to leverage his experience to help others suffering from traumatic brain injuries. I had the opportunity to meet Scott at an Advanced Career Strategies Class that I was coaching in December of 2010. Since that time, not only has Scott impacted me, I have seen him impact countless others with his desire to help others. Last year Scott launched his blog to help people create, customize, and achieve the SMART goals that enable them to journey beyond injury.

Dan Velarde is another professional I met coaching at an Advanced Career Strategies class. Losing his job to restructuring in 2010, Dan took my Advanced Career Strategies class in 2011. He immediately became a leader, helping others throughout. In 2012, Dan was diagnosed with cancer. Undaunted Dan lived every day, not only continuing his job search, but alos reaching out to help others, leading job search support groups and teaching what he learned in the advanced career strategies workshop. On March 13^th, Dan lost his fight with cancer, but his legacy of love and passion with which he lived his life, lives on in hearts of his friends and family.

Tim Tyrell-Smith is a Marketing, Branding and Business Strategy Consultant as well as a Career and Marketing Blogger, Speaker and Author, who has dedicated his career to helping others achieve a better career. He is always looking to mentor others, and share what he has learned. Tim has helped me tremendously in launching my practice as a career coach, and been instrumental to the success of countless others.

It is not just through career accomplishments that legacy is left. Your legacy is left by making every day a better day for people you interact with. It is touching people’s hearts, in the office, at the factory, on the road, with friends and family. It is understanding what people need, and giving joyfully and selflessly without any expectation in return. These are just two people who have so positively impacted my life as well as the life of so many others.

These are just three of the many people that have greatly impacted me and are leaving a rich legacy. What are you doing to enrich your legacy? I would also love to hear who has impacted you and is leaving a great legacy.

2012 in review

The WordPress.com stats helper monkeys prepared a 2012 annual report for this blog.

Here’s an excerpt:

4,329 films were submitted to the 2012 Cannes Film Festival. This blog had 13,000 views in 2012. If each view were a film, this blog would power 3 Film Festivals

Click here to see the complete report.

Job Interview Preparation – How To “Tell Me About Yourself”.

Almost every job interview begins with the interviewer asking the interviewees to tell about themselves. This seemingly innocent and obvious question sinks more interviews than any other part of the interview. Everyone knows this question is coming, however, very few candidates prepare for this. They assume that they know their background, and so they can just talk about it. However 90% of candidates talk themselves right out of a job just in telling about themselves. Because they have not prepared they:

1. Ramble
2. Bore the Interviewer
3. Say irrelevant or even damaging things
4. Do not demonstrate relevancy to the company or the position
5. Do not demonstrate track record of success

Nailing this part of the interview makes the rest of the interview so much easier. If you strike out on this, recovering is almost impossible. Since you know they are going to ask the question, wouldn’t it make sense to prepare? I have heard recommendations to respond by asking the interviewer to first explain what the job entails. If I am interviewing, and a candidate asks this question, I will wonder why they did not read the job description, and assume they are unprepared. So how do you answer this question? Keep in mind, when interviewing, your primary objectives are to:

1. Answer “What is in it for the interviewer”?
2. Demonstrate how your values and culture align with the company values and culture.
3. Articulate what you are known for, and how that is a benefit for the company.
4. Articulate your value proposition.

Also you need to be concise and to the point. In preparing for the “Tell Me About Yourself” the following tips will help you nail the shot when the game is on the line.

1. Read and understand the job description.
2. Research the company.
3. Total time should be between 1½ and 3 minutes.
4. Give a BRIEF synopsis of your career. Shape your synopsis to the needs learned from the job description and prior research.
   1. Do not list every title and company you have worked for, but give a range.
   2. Do not give a laundry list of responsibilities tasks or processes you performed, but give a range.
5. Based on the job description, as well as the required skills and experiences, give 2 or 3 SHORT accomplishment statements to demonstrate your success.
   1. Do not go into details.
   2. Do not take time to “set the stage”.
   3. Give a simple Quantified Result and action statement including key skill or experience.
   4. Should be 20 words or less.
6. Summarize skills and experience inferred from the accomplishment statements focusing on skills and experiences required in the job description.
7. Say why you want the job! Why are you interested in the company, and their products or services?
8. Solicit their agreement that your background and experience enable you to meet the objectives of the position and the company.

I would be interested in hearing your thoughts on the interview “Tell Me About Yourself” and how you prepare.

How Case Studies Can Help You Land Your Next Career Position

For most of the past three years, I have had the great opportunity to work with John Hall in teaching his Advanced Career Strategies and Advanced Career Transition classes. One of the tools taught in the class and that I have adopted for my private practice is the use of case studies as a marketing tool to help professionals land their next career position. It is an idea that really makes sense. Every company that I have ever been with, either had, or I created one page case studies demonstrating the value that the product or service has brought to other customers.

As professionals, we have numerous accomplishments throughout our careers. Many professionals who are in career transition are familiar with the concept through the use of various acronyms such as PARs (Problem, Action & Result). A case study is a one page expansion and Illustration of the PAR and how you can impact an organization. You might be thinking “I have never seen anyone else create or use a case study, why should I”?

1. If nobody else is doing it, that is exactly why you should be doing it. You need to differentiate yourself from all the other job seekers. Getting a job may be the most important thing you do, so why wouldn’t you go above and beyond, to demonstrate you are the best person to achieve the objectives of the position.
2. Most professionals tend to ramble, and give irrelevant or even damaging information when answering questions in interviews. By taking the time to create a case study, you cement the information in your brain, in a concise and simple manner that allows you to answer interview questions in a succinct manner, focusing on the benefit to the interviewer and employer.
3. Case Studies are great content for portfolios. Many people think that portfolios are only for marketing people or graphic designers. Putting together a portfolio of your accomplishments including case studies sets you apart from the competition
4. Everyone learns differently, and the more sense you can facilitate the interviewer using, the greater chance you have to positively stand out in their memory and selection process. Having a well designed and laid out case studies including diagrams and graphs, allows the interviewer to absorb information visually as well as through auditory input.

If you live in the Orange County area, and are interested in learning how to create compelling case studies join our workshop on Tuesday October 16^th.

5 EZ Steps To Leverage LinkedIn Skills & Endorsements For Your Success

LinkedIn is one of the most powerful Career Management tools business professionals can tap into to maximize the achievement of their objectives. LinkedIn has recently rolled out a new feature that is a great way to facilitate this and to enhance your online brand. Like all Social media, LinkedIn requires two key philosophies. First is Pay-It-Forward, and the second is “Think It Through”. A little bit of thought, and the desire to pay it forward will take you a long way. Keeping this in mind will help you use the brand new Skills & Endorsements tool to take your LinkedIn engagement to the next level. In order to help you do this, I have developed the following EZ steps.

1. Add Skills to your profile: Click “More” on the top of the LinkedIn menu than select Skill & Expertise. Add the skills that relate to your profession that you are recognized for and that you use regularly on the job. LinkedIn allows you to choose up to 50. Choose as many as apply.
2. If you already have some skills listed, go to the edit profile mode and click to add more skills
3. After you add skills, you can click the skill to specify your level of proficiency as well as the number of years you have been utilizing the skill.
4. Endorse Others: Now pay it forward. Go to the profile of contacts you want to endorse. A box opens up with some suggested skills to endorse. Eliminate skills you are not able to endorse, and add skills you want to endorse. Then click the endorse button
5. Take an additional couple of minutes to scroll down to their skills section and review their skills. Click all the skills that make sense for you to endorse based on your knowledge of the individual.

Don’t just select the skills suggested by LinkedIn, endorse and move on. Unfortunately, even if you are trying to help the person out, the message that you are giving is that you are not putting thought into what you are doing. This will hurt your reputation, and people will assume if you are “lazy” on LinkedIn, you will be lazy in other parts of your profession. Take some time to do it right, the ROI on the time spent will come back much higher.

This blog is by Greg Johnson