Category Archives: Focus

Measure and maul your competition

The scientific name for an animal that doesn’t either run from or fight its enemies is lunch.  (Michael Friedman)

James Bond, 007, has the best enemies.  They are ruthless, evil and totally bad.  When he “accidentally” kills one, you cheer.

In your job search you don’t have to kill or destroy your opponents.  All you have to do is dispose of them. It is a very simple process.  The people competing against you must be known, measured, and either beaten, eliminated or enticed elsewhere.

Known

Who else is applying for the job you want?  Is it college graduates, high school kids or guys who have been in that industry for 20 years?  You have to know how they are like you and how they are different.  If you are exactly like everyone else, you won’t be noticed.  If you don’t fit in at all, they probably won’t hire you either.  If you don’t know who is applying, call up the company or recruiter and ask.

Measured

I call and ask why the people applying for a job are not getting hired.  I ask HR and hiring managers exactly what skills and traits they are having trouble finding. You can certainly call HR or a recruiter and ask.  They can’t fire you.  You don’t even work there yet.  You can also see if you can find old ads for the same job.  Look at what has changed from the old ad. They are probably emphasizing the hardest to find traits in newer ads.  Another possibility is to just think a bit.  What are the hardest to find skills they are asking for?  Do you have any of them?

Beaten

Since you know and have measured your competition, beat them flat out if you can.  Emphasize your strongest qualifications.  Tell them how well you can do the job.  Prove you have done similar things in the past.  Say what is different about you.  Sure, mention in passing how you have all the traits ever other applicant has, but do something to stand out.

Eliminated

I prefer to eliminate the opposition entirely.  The best way to do that is to have someone tell the manager to call you without even presenting a resume.  Okay, you may have to give them a resume to hand to the boss.  Either way you can eliminate the competition by leapfrogging the qualification process. Get in front of the hiring manager before he sees anyone else.  He may decide it isn’t worth his time to look any farther than you.

Enticed elsewhere

Some jobs and companies are so wonderful everyone is applying for them.  If you know you can’t beat the great masses of people, you are going to have to go somewhere else.  Look for a job where the masses of people are not applying.  It may be in a very small company.  Ask everyone you know, “Who needs someone with [my skill]? The masses are enticed elsewhere.  They see high profile jobs.  You will be looking for the less obvious openings.  Become an expert in locating companies that could use your skills, but aren’t widely known.

Your competition is easier to get rid of once they are known and measured. Then they can either be beaten, eliminated or enticed elsewhere.

Something To Do Today            

Think about your job search. Just think.  And then take notes about your conclusions.

————————–

For 2 weeks: Zen and the art of getting a job

Tomorrow:     Making a silk purse

Later:              Why you aren’t paid what you are worth

A man dying of thirst

Perception

Character

Diamond in the rough

Cleat marks up your back

9 whys to ruthlessly exploit yourself

You are not trying to get the job of “minion” or “muscle”.  Don’t pretend that exploiting your life experience is wrong.  It is not the same as shoving a gun in someone’s face and asking for their wallet.

The real reason most people don’t want to exploit their advantages is that they “want to stand on their own two feet”.  It is a lovely macho phrase that means little. Our society, families and personal lives all rest on the shoulders of those who came before us.  Admit that no matter what you do, others have helped you.  Get on with using the advantages that parents, teachers, friends, clergy and God have given you.

Here are some excuses to fail and reasons to exploit a few of your advantages.

  • I will not exploit my family connections to get a job.

Acorns don’t fall far from the tree.  Employers need reliable hires.  Getting someone from a good family is a much better bet than hiring a complete stranger.  If they can’t hire you, but they suggest someone else hire you, they get brownie points from that other person.  They win as much as you do.

  • My friends are too close to my heart for me to ask them for help.

If your friends object to helping you get a job, they don’t trust you with THEIR reputation. If you are going to let them down, you are not a friend.  If they trust you and you will follow through, helping is what builds friendships.

  • I refuse to manipulate their emotions.

People always hire based on emotion.  Always.  Even if no one talks to you and they only give you a paper test, they hire on emotion.  Paper tests are put together based on what people FEEL  will give them the best employee.  Your pay will be based on emotion – how well they FEEL you will do.  Promotions are based on emotion – how do they FEEL you will do in the new job.  Don’t be dishonest.  Don’t be an actor.  Tell the truth simply.  The emotions behind the truth will help you  Use them.

  • Inviting them to lunch is brown nosing and sucking up.

Actually it is called networking.  In many companies senior partners and executives can be fired for not having lunch with enough different people.  They are evaluated on lunch.  Literally.

  • I won’t tell them I left because I was sick.  I don’t want their sympathy.

You are fine now and it is relevant to understand your resume. If it will substantially help you get the job, tell them.  Talk to a couple of job experts and get their opinion. If it will help, exploit it.

  • I want the job, but I don’t feel right pressing them to choose me.

Aaargh! They want to hire the person with the best attitude.  They want the person who will work the hardest.  They want someone who they can promote.  They want someone who is excited. They want to hire the hungriest person. How can they tell that about you unless you keep asking them, “When will you decide?”, and, “When can I start?”

  • It is greedy asking for more money.

If the offer is very good, take it.  Don’t argue.  Otherwise, ask for more money.  If you really are worth it, get the money.  If they pay you more, you will be less likely to leave for another job because of more pay.  They win too.

  • Taking this job to get experience, when I plan to leave later, is wrong.

Hiring and training you does cost money.  Companies that invest that money have already figured out how to profit from it.  They will either give you a raise and promotion, or expect you to leave.  They will make money.  You won’t cost them a thing.

  • I’m a veteran, but it is not fair to use that to get a job.

The leadership, teamwork, calmness under fire, discipline and fortitude veterans develop is uncommon.  Bring it up.

Your life experience makes a difference.  Whatever that experience is.  You need to use it and exploit it.

Something To Do Today

Think about your job search. Just think.  And then take notes about your conclusions.

————————–

For 2 weeks:       Zen and the art of getting a job

Monday:              Measure and maul

Later:                    Making a silk purse

Why you aren’t paid what you are worth

A man dying of thirst

Perception

Character

Diamond in the rough

Cleat marks up your back

11 vital clues about Zen and the Art of Job Hunting

Zen: 1. a school of Mahayana Buddhism that asserts that enlightenment can be attained through meditation, self contemplation, and intuition rather than through faith and devotion. 2. <jargon> To figure out something by meditation or by sudden enlightenment. (dictionary.com)

I was asked, “I have been studying to get my programming certification after being out of IT for 5 years.  People want to hire youngsters, not a grandfather from the Philippines. What do I have to do to get a job?”

It won’t be easy, but you can get that job.

First you have to understand the way things really work. The concepts are not “fair”. In many ways they are not “nice”.  They are all based on character, reality and results.

You can fight the principles just like you can fight the law of gravity, but gravity and these principles still apply. Contemplation of the principles may give you great insight. This is “Zen and the Art of Job Hunting”.

20 years as a recruiter have taught me these basic principles. (And I will do a post about each one of them.)

  1. Nothing beats a positive unstoppable Helium II attitude.
  2. People who are hurting are terrible employees and everyone knows it.
  3. You have to know your advantages and ruthlessly exploit them.
  4. The people competing against you must be known, measured, and either beaten, eliminated or enticed elsewhere.
  5. You can’t make a silk purse out of a buggy whip.
  6. You have to be worth more than you are being paid
  7. A man dying of thirst will still want a bargain on a bottle of water
  8. Perception isn’t important, it is everything
  9. Character really counts
  10. Diamonds in the rough don’t stay that way
  11. Relax and you will get cleat marks up your back

Guess what I am going to be writing about for the next two weeks? <grin>

Something To Do Today                                                      

Think about your job search. Just think.  And then take notes about your conclusions.

————————–

Next 2 weeks:     Zen and the art of getting a job

How to win the rigged game of getting a job

Of course the game is rigged.  Don’t let that stop you—if you don’t play, you can’t win. (Robert Heinlein)

Games can be deadly serious

Chess, poker, basketball and football are just games.  Some people study those games intently and never play themselves.  Others study the games and get into the competitions, contemplating victory and risking defeat. Those who watch from comfortable chairs and never participate, can never know the struggle and thrill of victory, nor the cleansing scourge of defeat.  The quiet careful critics will never grow a hundredth as much as the rankest loser grows.

Look at your job search like your favorite game or sport

That job or promotion you have applied for 5 or 10 times may really be out of reach for you.  That doesn’t mean you should stop trying.  At least you are in the game.  You will never win if you quit the field of battle.

Out of work?  Every job you apply for is a new game. Every time an employer calls you is a victory.  The next game is the interview.  Another game starts in the second interview.  Negotiating your salary is another game.  The day you start the job a new competition begins.

Look at it as a game. For a game you study techniques and practice them over and over. You also study the great winners and losers.  If you want to be great, you also study the mediocre masses because you have to find out why they are merely mediocre.  If you want to win, you have to know how to defeat each of your opponents.  A coach is also essential. Your coach will be called a mentor, recruiter or friend. Find the most successful person you can and ask for them to give you advice on what you should learn, study and practice next. Practice, prepare and then execute.  If you lose 20 times it won’t really kill you.  Look at it as a game.  The only thing that really kills you is giving up and leaving the game for good.

If there is a job or promotion you want but just can’t seem to win, make a game out of it. Play. Have some serious fun with it.

Something To Do Today

Make your job growth a game.  How can you learn to play it at a Super Bowl level?  Who can be your coach?  Get back in the game. Play.

Out of work?  Job hunting?  Make it a game. Study.  Keep trying.

————————–

Tomorrow:     Before you know it

Later:              Who is driving?

Post It notes to meet your goals

In the absence of clearly-defined goals, we become strangely loyal to performing daily trivia until ultimately we become enslaved by it. (Robert Heinlein)

Making a goal a constant irritant is critical.  Anyone can set a goal and then forget it.  An effective tool for making goals a constant irritant is Post-it notes.  Write a single achievable goal on each note, then:

  1. Post your achievable goals on the bathroom or bedroom mirror
  2. Carefully read them when you get up and when you go to bed
  3. When you accomplish a goal, paste it in a permanent record

All three steps are critical.  You have to use them as an irritant and as a reminder that you can meet the goals you set.  You’ll find that you want to put up goals you are going to meet.

Remember the Heisenberg Uncertainty Principle: the mere act of measuring changes the thing being measured.  Putting those goals on your mirror, measuring yourself against them, then cataloging your successes can change your life.

Something To Do Today

Take a pad of Post-it notes home. Write achievable goals on 3 of them.  Make at least two of them very short term.  Create an archive where you can keep all the Post-it note goals you achieve.

————————–

Tomorrow:           How they determine your pay rate

Later:                    Certainly I can

But I’m a really fast learner

Re-entering the workforce

I don’t want to spend money on training

Promotions, new job hiring, and “The Heisenberg Uncertainty Principle”

A biologist told me, “One chipmunk was trap crazy. That’s a technical term. Every time I set out an array of traps that one chipmunk ran right into one of the traps.”  Wildlife biologists have to deal with the strange changes that happen when they measure something.  The mere act of measuring changes the thing being measured.  That is the basis of the Heisenberg Uncertainty Principle.

What happens depends on our way of observing it or on the fact that we observe it. (Werner Heisenberg)

Tracking performance alters what happens.  For instance, I worked on one set of computer programs where the programmers were paid per line of each program.  Those were the longest programs I have ever seen.  As a salesman I was once rewarded for each call I made.  I made a whole lot more calls but sold no more of the product.  I was gaming the system.  I was winning the contest and losing my job.

So how does this get you a new job or a raise?

Bosses want performance.  They use reasonable, useless, and ridiculous metrics to decide what your performance was.  That is true whether it is a hiring manager at a job you want, or your present boss.

First: Figure out what is the most important measuring stick

Second: Figure out what will keep your boss (or hiring manager) happy.

You should know and care about every measurement of your performance that your boss takes.  It is absolutely critical to decide which are the critical measurements.  Some of those measurements will get you a raise and a new job while others will get you fired.  Most of the rest exist to get you to change the way you work. Look at the message you get from the non-critical measurements. Make your boss happy if you can.  Be prepared to fail on the minor measurements to win a spectacular success on the critical measurements. Keep a record of how well you do on the most critical measurements.

What YOU decide to pay the most attention to will change how you work.  You have to concentrate on the measurements that will get you to your end goal.  Again, the mere act of measuring will change the thing being measured.  That is the basis of the Heisenberg Uncertainty Principle. Figure out how to use that to reach your goals.

Something To Do Today

Do you know what you want out of your job?  Money, a promotion, free time or a place to hang out?  Write in your job journal what the most critical measurements are to help you reach that goal.

How to become CIO and some obstacles you’ll overcome

Do you want to become CIO?  There are things you can do whether you are tech savvy from operations or a tech guru from the IT team.  In either case, you have to overcome some pretty big obstacles.

This story has the obstacles and the solutions.  And it isn’t a long read.

Double your value, make more money

 

The other day I had to tell a woman the awful truth.  She is worth twice what she is getting paid.

How would you feel if you were told that you are earning ½ of what you should be earning?

I called up one other company 30 minutes from her home. Only one company.  The owner said, “Yes, we would pay her twice what she is earning.”

This is extremely rare.  The new company will not, however immediately pay her twice what she is earning.  They will initially pay her what she is earning now and give her the chance to prove in their company what she is worth.  She will have goals that are clear.  When she hits those goals, she will get a raise.  We all suspect it will take 18 to 24 months to actually double her income.

She had doubled her value in her old company by extremely high performance.  She is a top producer.  Because her goals there were set, measured and attained in an extraordinary manner, she is worth more. Her old boss wouldn’t pay her more, but her new boss gladly will. The change would not have happened if she demanded to get paid before she produced.  She would have never been given the new job.

You can double your value if find out what you can do that is most valuable to your company.  In most cases you won’t even have to change jobs to get a raise.  If your goals are set, measured and attained in an extraordinary manner, you will get your raise.

Invest in yourself.  Sow the seeds of success. If your company won’t invest in you, invest in yourself. You are worth it. And when you have proven you are worth twice what you were before, go find someone who will pay it.

Something To Do Today

Who is way ahead of you in pay?  Are they doing what you want to do?  Who is not just earning a little more, earning a lot more? Invite them to lunch.  Ask them how they got there and what you need to do to get there.

————————–

Tomorrow:     Surveys

Later:              Please discriminate against me

How to get a friend a job

Brass knuckles and the law (and resumes and interviews)

My dad was in court defending a man accused of using a dangerous weapon.  The weapon was brass knuckles. Dad pointed out that the law very specifically defines the weapons to which it applies.  The law mentions a brass device that fits in the palm of the hand for support and goes around the fingers or knuckles to protect the holder and do harm to an opponent.  It was ALMOST a definition of the weapon in this case. Unfortunately the defendant’s brass knuckles were made of aluminum.  The judge had no choice but to dismiss the charges.

Don’t get that precise and misleading when you are applying for a job.  Even if you get the job, you’ll be in trouble later.  There are expected degrees of precision and disclosure in resumes, interviews and job applications.

Aristotle said, “It is the mark of an educated mind to rest satisfied with the degree of precision which the nature of the subject admits and not to seek exactness where only approximation is possible.”

Let’s apply this to your job search.

Resumes:

These are personal advertisements.  You do not need to disclose anything you don’t want to.  That said, lying on a resume is a firing offense.  Moving dates or claiming titles, responsibilities and accomplishments you don’t have are lies. Leaving out irrelevant jobs is fine but don’t move the employment dates around those jobs. Putting a brief and accurate summary of your job responsibilities in place of a title is acceptable because hiring authorities will use the title you put down as a summary anyway.

Interviews:

A lie is any communication given with intent to deceive. You don’t have to confess something unless you are asked about it or know it will normally disqualify you completely.  Don’t lie.  Shrugging your shoulders can be a lie.  The difficult thing is picking the relevance of your revelations. Strive to understand what your interviewers need to know. Give them the short and simple truth.  When your background or claims are checked out, no one will remember precisely how you worded an answer.  You’ll get fired for skirting the truth in an interview.  Be clearly understood.

Applications:

Be precise.  Answer the exact question asked.  Don’t embellish.  Don’t add explanations.  Tell your problems in as few words as possible.  Don’t leave out any jobs on the application.  You can leave them out on the resume, not the application.  On the application they want all your recent jobs. Put your exact and official job title where it asks for it.  Applications demand very exact and precise answers.  Don’t lie by being incredibly precise and misleading.  Be precise and understood.  In many cases your application is never read carefully anyway.

A resume, interview and job application are not the places to try and get away with highly technical definitions. In Dad’s court case the judge was bound by a strict set of laws. When you get a job, your boss and coworkers are going to quickly start calling you a liar if you rely on word tricks.  You may technically have been accurate but you will still get busted.

Something To Do Today

If you have a blemish on your record, decide where it needs to be talked about or shown.

————————–

Tomorrow:     I only allow reality on my desk

Later:              Double your value, make more money

Surveys

Please discriminate against me