Author Archives: bryandilts

How to pick the most important projects, and turn down the rest

Posted on October 18, 2012 | Leave a comment

Assignments at work may help your career, mean little or be suicidal.  Here is how another ‘fighter ace” made his career decisions.

Erich Hartmann shot down 352 planes.  He was lucky.  He was on the Soviet front in WWII.  The Soviet MIGs and Yaks were no match for his plane.  “Paule” Rossman taught him how to carefully pick a target and then wait until everything was in his favor before attacking.  Hartmann was most proud of the fact that he never lost a wingman, the plane he fought with as a partner.  He contented himself with, at most, one victory per flight.

Hartmann had all the skills of a great pilot and managed to be where he could make the most use of his skills.  He also listened to his mentor.  At the end of the war he was ordered to move his squadron to the western front and fight the British and Americans.  He refused.  He disobeyed the order.  He felt it was suicide for his entire squadron.

 Indeed, the reason most major goals are not achieved is that we spend our time doing second things first.  (Robert McKain)

What projects should you accept?

Assignments at work may help your career, mean little or be suicidal.  One major contribution of a mentor is to help you figure out your priorities.  What assignments should you chase after? Which should you accept?  Which should you refuse to do?

Find a mentor or two.  Ask the most successful people you know to help you choose your priorities.  Successful people get successful by ignoring and refusing unimportant urgent tasks.

How to say no without being fired

The most important word you may ever learn to say to your boss is, “No.”  In work situations you may need to say, “These are the other things I am working on.  Which of them shall I drop to get that done?”  Don’t forget to use the critical winning phrase, “That is a critical assignment.  I’ll have it done in two days if you give it to me.”

Hartmann became the greatest ace of all time by carefully choosing the targets, missions and battles he would fight.  He even refused a dangerous order. He risked getting shot for disobeying.  If he could pick his priorities in a split second in life and death situations, you can pick your priorities at work.

Something to do today

List your boss’s priorities at work.

List your priorities at work.

Make a list of the things that will get you a raise or promotion the quickest.

Compare the lists.

Now find a mentor to bounce your ideas off of.

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Tomorrow:     My former boss is killing me

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Posted in Accomplishments, Time management

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Overcome real career problems by using this weakling’s plan

Posted on October 17, 2012 | Leave a comment

In The Millionaire Mind the success of many German aces is credited to a flyer who had a weak arm, “Paule” Rossmann.  In the days before modern airplanes, brute strength often determined whether fighter pilots stayed in the air or were shot down.  Rossmann had a weak arm and decided he preferred life to a glorious death.  He decided to carefully pick his targets and opportunities instead of going into testosterone charged death matches.  That pilot had over 80 kills because he only attacked when all the odds were in his favor.

The plan is simple. Study things out. Get above your target.  Make sure the odds are in your favor.  Wait a little bit if you have to.  Then commit everything you have to win the day.

You need to do the same thing as Rossman.  Become a student of success in your field.  If you want to be a great technician, salesman, manager or CEO you need to study people who are performing better than you.  Why were they given opportunities or promoted?

I am often told, “I can’t get promoted because I refuse to play politics.”

If that is how you feel, you are welcome to your injured pride.  You may NOT be able to succeed where you are.  So quit and get a new job.  If you have had 3 or 4 jobs and you always have the same problem, look at yourself.  In all likelihood you are the problem.

Take some time to honestly evaluate why you don’t succeed. Are you playing to a weakness?  Do other people REALLY outperform you.  Are you guilty of taking on yourself ALL the jobs no one else wants?  Have you positioned yourself to lose?

If you are not sure what the problem is, time to swallow your pride.  Call up some of your old bosses.  Now that time has passed, ask for their help.  Tell them you have come to realize that you have some problems.  Humbly ask them, “You were my boss.  What keeps me from succeeding the way I could?”  Then just listen.  Take notes.  Swallow your pride.

Asking your old bosses for help even works for wildly successful people.

The idea is simple.  Study things out. Get above your problems.  Make sure you know what you do well and compensate for what you do poorly.  Wait a little bit as you get prepared. The re-commit everything you have to win the day.

Something to do today

Only do this if you recover quickly from sharp criticism!

Do you have a boss that hated you years ago?  How about one that loved you?  Call them both and humbly ask for their help.  Tell them you need perspective.  Write down what they say.  Meekly say thank you at the end of the conversation.

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Tomorrow:     Another ace who learned

Later:              My former boss is killing me

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Posted in Accomplishments, Attitude, Focus, Perseverance

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Texas Hold ‘em salary negotiations

Posted on October 16, 2012 | Leave a comment

Some people object to my open and honest style of negotiating.  They tell me that Texas Hold ’em is the ultimate negotiating style.

Last night I stayed up late playing poker with Tarot cards.  I got a full house and four people died. (Steven Wright)

In this salary poker game you have some cards only you can see. You share some more cards with all the players.  You put on a personality at the table.  You try to look as harmless or intimidating as possible. When you get your cards you do your best to give small signals of fear, lust, greed or anger.  You design your signals to stampede your competition into doing something foolish.  If you have a great hand you try to appear weak so others will bet stupidly high.  If your hand is weak you consider bluffing and making others think you are much stronger.  Or you fold and stop betting.  You wait for a better hand.

In poker there is only one winner.  You are out to defeat everyone else and amass all the chips.  It is a game for the proud, powerful, greedy, deceptive and analytical folks.  Sure, it can be played for penny ante with friends, but that is not how the game of legends is played.

Do you really want to start a job with those attributes pinned to your shirt?  My biggest objection to poker style negotiating is that someone starts out losing.  Someone starts out feeling like they pulled off a quick trick on the other guy.  What’s next?  Do you want to pull another trick?  Stick it to them again? Bluff them?  Intimidate them?

I don’t gamble.  I don’t like tricking the other guy.  I put all my cards on the table and try to figure out what will work best for everyone.

Remember, the way you negotiate is the way you will be perceived by your new boss.  Do you want to come in as a poker player who always hides his cards, bluffs when he can and goes for all the chips?  Or do you want to come in as a team player?

Place your bets and play your cards.

Something to do today

How about starting salary negotiations where you already work?   Time to write your accomplishments for the week and month in your job journal.  Make a report for your boss that gives him all the information he needs for his reports to his boss.

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Tomorrow:     A crippled ace

Later:              An ace who learned

My former boss is killing me

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Posted in Counteroffers, Negotiating, Raises

What if all I want is more money? Getting it.

Posted on October 15, 2012 | Leave a comment

The tooth fairy teaches children that they can sell body parts for money.  (David Richerby)

Getting more money.

Some people need a new job to get more money.  Others just need a new attitude. For more money, often you just have to ask.

I get calls from people with golden handcuffs occasionally.  They are paid so well or have such great bonuses that all they can get is a drop in pay if they switch jobs.  Often they don’t appreciate it.  I have to honestly tell them what the job market is like and ask them if they want to earn less at a new job.  Only one in twenty says, “Yes, I’ll take a drop in pay.” The others get a quick lesson on either growing where they are at or being content at being overpaid.

Others are underpaid or paid their market value and want to earn more.  Changing jobs for a 3% raise usually makes no sense.  You could easily get that in the next year just by being patient.  Often you could get a raise like that in a few weeks by presenting your case to your boss and his boss. So try that first.  Present your accomplishments and a list of things you have done in the last few years.  Prove you are worth more and give them 3 months to react.

If you really can get a 10% raise or more by leaving the job, the problem is different.  You still need to present your case to your bosses.  They may give you the raise and solve the problem.  Give them 3 months to work on it after you present an air tight case that includes your specific contributions, not just your responsibilities.

During those 3 months keep your eyes open for a new job.  Check out what the market really is like.  After 3 months go back to your bosses and ask if you are going to get a raise.  This is an important step so that they know you are serious.  If they say, “No,” then start looking for a new job.

Some people really do need a new job to get more money.

Something to do today

Thinking about getting a new job?  Call a recruiter who specializes in your field or in your geographical area.  Ask them what the going rates for someone like you are..

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Next:   Okay, here’s my reply: Texas Hold ‘em negotiating

Later:              A crippled ace

An ace who learned

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Posted in Negotiating, Raises

Negotiating salary, vacation, perks, and benefits at a new job – really negotiating

Posted on October 12, 2012 | Leave a comment

Some prices are just too high, no matter how much you may want the prize. The one thing you can’t trade for your heart’s desire is your heart.  (Lois McMaster Bujold)

Really negotiating

Negotiating is the art of getting what you want, while giving up what you want less.

A good recruiter can help you negotiate.  He can find out all the details before the offer is given to you and get important problems fixed. He can give away the things you care less about.  He can negotiate for you before the final offer is put on the table.  A good recruiter can put pressure on a company that you will never see.  If you have a recruiter be blunt and honest with him.  Don’t lie and say I need $80,000 when you are hoping for $60,000.  Tell the recruiter the truth.  Then accept or reject an offer based on its merits, not on your greed for more.

If you don’t have a recruiter, you have to do exactly the same thing, only directly with someone at the company.

   Find out all the details

   Talk about details before a final offer is on the table

   Give away the things you care about less for the things you want the most

   Pressure.  Let them know your priorities and what will make you walk away

   Be blunt and honest

   Tell them what you really want

   Accept or reject an offer on its merits, not based on your greed

Every one of those points is about communication.  Negotiating a salary is about communicating.  Go at it with the desire to understand and inform and you will come out ahead.  If you go in with a desire to rape and pillage, you will lose.

Something to do today

Get the book, How To Win Friends And Influence People.  It may be the best practical book on communicating that was ever written.

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Next:   All I want is more money, vacation and benefits

Later:              A crippled ace

An ace who learned

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Posted in Negotiating, Raises

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What to do the first time salary is mentioned

Posted on October 11, 2012 | Leave a comment

“Will you work for minimum wage?”

Not a winning question when negotiating salary with an engineer.

“Give me all your money!”

Probably not a wise gambit for any job interview.

At some point in your job exploration the question of money has to come up.  Asking a recruiter what the job pays is fine.  Asking what your pay will be in a phone or first interview is a mistake.  They may have been given strict instructions to only mention $50,000, but have been told that they can go to $60,000 for the right candidate.  That happens all the time.

When THEY ask you how much you must make to switch jobs, THEY are nervous.  So are you.  Here is an answer that works.  It doesn’t get you eliminated for asking for too much.  You won’t get paid too little for being too meek.  It leaves room for negotiating.  It gives them the information they need to make you a good offer.

The answer has 3 steps:

  1. the compliment
  2. the money
  3. the rules.

First the compliment.  This job and your company interest me.  I’d like to go to work for you.

Now the money.  Last year I earned a total of $70,000 and just had a raise to $73,000.

Finally the rules.  I certainly wouldn’t want to earn less.  I would like to be able to entertain your best offer.

This works for minimum wage jobs and CEO salaries.  If they ask a second time, tell them the same thing.  Let them know that you feel it is the company’s job to make an offer, not yours.  You just tell them the facts about what you are earning.  That’s all.  You can negotiate AFTER they have decided to make you an offer.  Then you will have some leverage.

How to think about salary – do this.

Write down three numbers.

First, what are you earning now?  Obviously you would take your current job for that much money.  You did.

Second, what do you really think you would be paid in a good but realistic situation if you switched jobs next month?  It should be a raise.

Third, if the ideal job came along, with you doing, learning and being exactly what you really want, with a great company and future, what is the least you would take to go there?  Is it a drop in pay?

You now have three different numbers you would work for.  So why should you demand to know what a job will pay before you find out which of the three possibilities it is?

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Tomorrow:     Negotiating a salary at a new job – really negotiating

Later:              All I want is more money, vacation and benefits

A crippled ace

An ace who learned

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Posted in Negotiating, Raises

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When to negotiate salary at a new job

Posted on October 10, 2012 | Leave a comment

The new college graduate walked into his job interview and sat down.  He put both feet up on the desktop, leaned back, and looked at the interviewer through steepled fingers.  After a five second silence he said, “Well, I’m just what you need.  Before we go any further I want you to know that I need at least a six figure income and a new BMW. I also expect 6 weeks of vacation.”

The silence stretched for 10 seconds, then 20.  After 30 seconds of silence the interviewer said, “I can only offer you $328,000.  What color of BMW do you want?”

The candidate’s eyes unfocused as his feet came down to the floor and he leaned forward.  He croaked, “You’re kidding!”

The interviewer frowned and waited 10 seconds, then he grinned and said, “Of course I’m kidding, but you started it.”

Timing is critical.  Don’t negotiate salary, vacation or perks until they love you and are sure they want to hire you.  You have no leverage for negotiations until you are the final candidate.

The problem is that THEY want to talk about it too early.  So what do you say?  We’ll talk about that tomorrow.

Something to do today

Write down the salary, benefits and perks you want.  Also write down exactly what you have today.

Then do something more important: Write down why you want to leave.  If the list is exactly the same, salary, benefits, and perks, you are in trouble.  There is another problem.

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Tomorrow:     Negotiating a salary at a new job – first interview

Later:              Negotiating a salary at a new job – really negotiating

All I want is more money, vacation and benefits

A crippled ace

An ace who learned

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Posted in Interviews, Raises

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How to get a raise in 3 months

Posted on October 8, 2012 | Leave a comment

I was working in the oilfield for a year and a half and was laid off.  I talked with a co-worker who was also laid off.  He started the same time I did and was earning over twice as much.  I was flabbergasted.  I was better educated and had worked just as hard.  He confided his secret, “Every time I saw my supervisor I asked when I was going to get my next raise.”  We only saw our supervisor every month or three.  He got the raises.  I didn’t.

I didn’t learn.

Ask not what you can do for your country.  Ask what’s for lunch.  (Orson Welles)

 

My next job at EDS they told us that we weren’t allowed to share salary information with others.  I was intimidated. Luckily they did give me some nice raises.  After a few years those raises slowed down.  I waited for my annual reviews and hoped for a raise.  Once I got ready to quit.  The boss found out and gave me a raise.  Hmmm.  I still didn’t learn.

I am now paid based on how well AGI does.  My wife owns the company.  If I were going back to an hourly or salaried job, I’d talk to my boss about a raise every 3 months.

Every 3 months is often enough that you can set goals and meet them between reminders.  It is often enough to get some more education and finish some more projects. You have time to turn in 13 good weekly reports to your boss, even if he doesn’t ask for them.

I would NOT be upset about NOT getting a raise.  I would expect to get a better raise than if I kept quiet.  Think about it.  If I discuss my job performance and a raise every 3 months with my boss, I will be much more likely to focus on what will get me a raise.  Also, at the end of the year my boss really knows how much I deserve.

Something to do today

Want a raise?  A promotion?  Time to start reviewing your desires with your boss often.  More often.

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Later:              Negotiating a salary at a new job

A crippled ace

An ace who learned

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Posted in Promotions, Raises

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2 things that create career luck

Posted on October 5, 2012 | Leave a comment

IQ experts say that Thomas Jefferson was the smartest man ever born.  I don’t doubt he was brilliant.  He harnessed his brilliance to the ox of hard work.  Without his hard work, that incredible brain would have been wasted.

I am sure there have been many others born who were smarter than Jefferson, no matter what the experts say.  Those who were smarter were never recognized because they either worked in obscurity or didn’t work much at all.  They used their brilliance to just get by.

So, two things:

  1. You have to work hard
  2. You have to be recognized

Make sense?

I constantly talk to job seekers who have managed to get themselves into a great position.  They work hard, have a great attitude and are willing to take chances.  Interestingly, they commit with all their heart even though they may change jobs or positions frequently.  They commit, work hard and make sure their accomplishments are recognized.

These superstars often hit bumps in the road.  I know one that went from COO, to $24,000 per year junior associate, then back up to senior associate at $70,000 per year in 24 months.  A year later he was CTO.  He makes commitments, works hard and gets recognized.

Something to do today

It is time to look at your habits.  Are you performing at the level you want to be recognized at?  In other words:  work hard and get recognized.

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Next:     Ask and you shall receive

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Posted in Accomplishments, Attitude, Focus, Perseverance, Promotions, talent, Time management

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Job safety and job ethics

Posted on October 4, 2012 | Leave a comment

I made a 2 year commitment to the first company that hired me out of college.  I said I would do that job and not quit.  I had a safe job.  I was over educated and working hard. “Safety first,” I thought.  I was happy to make that commitment.  A year into it I got a sweet job offer. A huge promotion into another company.  I was torn.  I couldn’t take the new job.  3 months later I was laid off by my old company.  I had made a commitment to my company, but they could not keep their commitment to me.

Ah, this is obviously some strange usage of the word ‘safe’ that I wasn’t previously aware of. —  Arthur Dent in “The Hitchhiker’s Guide To The Galaxy”

Since then I have learned a few things about “Safety First” and job ethics.

“Safety” is important.  Just remember, you are only safe if your company is making money and you are a significant part of that money making machine.  By the way, all that safety goes out the door if someone buys your company.

Job ethics works just like a contract. A contract is of no effect unless both sides receive something of value.  You should live up to your commitments.  Absolutely.  But, if your company is not living up to their commitments, your side of the commitment disappears too.

Staying with the company was the right thing for me to do.  The company was sold a month before I was laid off, and 75% of the capacity of the whole industry was cut over the next month after the company was sold. They had to lay me off.

I learned to feel good about fulfilling my commitments.  I also learned to be careful about what I commit to.  I paid a steep price.  I learned, and have used what I learned for the rest of my life.  It was worth it.  I made a 3 year commitment to EDS a little later.  I fulfilled that commitment too.  That also was worth it.

Something to do today

What commitments have you made?  What are the commitments made back to you?

Write down both sides of the agreement.  Does it make sense when you look at it today?

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Next:   I believe in luck

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Posted in Economy, Finding jobs, Perseverance

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