Are You Willing to Move Carts?

The real reasons why some people progress and others don't

I have been looking for years to separate out the reasons why some people progress in their careers and others don't. Trying to understand what causes some people to be successful by most definitions and others to stay stagnant in their lives. On this quest of over ten years, I of course had my break through revelation in the most logical and classiest of places; the WalMart Parking lot.

As much as I live for wally world shopping trips, I declined to go in and volunteered to stay with two of our three children in the car. My wife, Alyssa,  took our youngest son, Grayson into the store on a life or death mission for M & Ms, which all parents know are a necessity for potting training at least one of your children (whether you want to admit it or not.) While she spent a solid five minutes in our shopping destination of choice (or lack there of), I got down to serious high quality observation and research on success that would make Malcolm Gladwell jealous.

Naturally the one parking spot that was open had carts near the front of it. Two carts in fact, pushed haphazardly up against the gold Mitsubishi in front of me as I pulled into the space. My first thought was to get out and put the carts back in the cart return that was only two stalls over but just then the people who belonged to the vehicle next to the carts came out of the store and delicately tried to get into their car without touching nor moving the carts. This was challenging because one of the two was right in front of the passenger car door. They successfully found their way into the vehicle and eventually pulled away. At this point, I thought, I am going to sit here and just watch what happens.

A Marketing Plan for You, Part I: Job Search

I used to have a small contracting business. Small (about 20 seasonal employees) but successful in it's own right. We did mostly exterior painting and I divided my time between operating the business and marketing to generate new business.  My team and I didn't use complicated tactics, at the time we didn't have to worry about the seeming complexities of SEO or buying ads on facebook. We did however run a successful marketing campaign. It dawned on me as I was listening to an interview with Lisa Earle McCloud, marketing expert, I utilized the very principles that she suggests. She cites the analogy of marketers being similar to deer hunters. Avid hunters will learn everything they can about the deer they intend to hunt. They will go to the place where the deer will most likely be, wearing gear that will be most likely to bag a buck.

In her example great marketers will do the exact same thing.  They will  very specifically determine the target customer and then go where they are, do what they do, see how they live, and serve them completely by speaking their language. In the business that I was in, this was pretty easy. I looked at certain zip codes, determined where there were groupings of residential neighborhoods with average incomes over certain levels, and focused on making those people aware of my services and my business.

This same concept can be applied to marketing yourself during a job search or job transition. Think about it as creating a marketing plan and strategy for yourself. For today's post let’s look at 2 of these concepts:

1. Defining your target market
2. Go to where they are

Defining your target market:

What areas are you interested in living or commuting to? If you are only interested in San Francisco there is no use at looking companies that require you to live in West Palm Beach, Florida

What types of roles are you interested in? If your answer is anything then you probably won't like this blog. It's all about how to use

What companies are likely to have these jobs? Google probably doesn't hire that many welders

Go to where they are at:

Are there professional associations, groups, or meetings that take place in the area for the industry, job or career you are interested in? It's likely there are, whether you know about them or not.

Are there local LinkedIn groups, online groups or other digital local avenues where you can get introduced to people in these roles or people who can make or influence hiring decisions? If your answer is no, then you haven't looked hard enough. Get creative. Between all of the avenues available on the internet you can easily gather enough information to understand what these people are involved in and what they participate in.

Call them at their work. When will they be available? This one seems obvious, but I guarantee you will be unlikely to get most professionals in traditional  jobs on the phone at 10am. This is prime time for meetings, activities, and general work flow time. You would have a much better shot closer to 8am or between 4pm and 5:30pm.

Have an offer at the ready:

Who are you? Why are you calling? What do you want? These questions need to be answered in a 2 minute phone call time period. It's great if you talk with.

4 years ago when I decided I was going to make job transition I knew that I wanted to be in the Human Resources field. Got involved with the local Society for Human Resources Management chapter, where I began to meet HR folks from all around the area. I began volunteering for events and in short order ended up on the board of directors for that chapter. At the same time I was contacting several HR VPs and Directors at local area companies each week. I had previously done research on all of the organizations that I was interested in and had limited it down to a list of 20. I asked to meet with many of the people that I contacted and was able to arrange phone calls, interviews or other in person meetings with well over half of them.

This targeted set of activities led to over 20 interviews and  5 job offers over a 6 month period of time. More than that it led to some fantastic long term relationships. I still have people calling me regularly and saying, I know of a job or an opportunity that you  might be interested in.

Remember most people get jobs through relationships. I hear many people say take an inventory of who you know. I simply reversed this and said how I build relationships with those people who can expose me to opportunities.

One important note on all of this, you should never set out to join a group or build relationships just because it will benefit you. The groups that I participated in often required time and energy from me to contribute to the cause. I got involved with numerous groups along the way and did not join any one of them because of the things it would get me.  Instead each of these groups lined up with my values and what I wanted to contribute to both personally and professionally. In the case of contacting employers and meeting with people each time it was something that was mutually beneficial. For them it was a potential addition to someone they  could add to their talent pipeline should they have a need later on down the road.

You can do this too. It doesn't take a scientist or even a marketing expert to use each of these concepts in your career.

Go and Happen to Your Career!

How to REALLY prep for an interview!

What do you do leading up to the interview? prep for a few questions, practice in the mirror, work on your smiling. All great but as they say this can potentially be "putting lipstick on a pig" if you don't have great experiences to draw from.

So what really preps you for an interview?

Good quality experiences are the basis for really good stories. Stories that of course have a great situation leading up to it, show what stellar behavior you chose to exhibit, and display how you achieved an award winning outcome. How you took on an extra project that changed not only the way your department does business but other departments throughout the company. How you had an idea for cost savings, that really didn't take any extra time but simply required you and your coworkers to start to work in a different way, and oh yes… this one saved your organization $27,000 in short order and lead to you getting a raise. People with experiences like these are the ones employers want to hire. These are even the type of people that are likely to get several job offers and have the ability to negotiate both salary and other terms of the position.

"But Scott" you say "I don't have any of these fancy schmancy experiences but I still want that Finance Manager job in that sweet office building down the road with a view." Maybe so but guess what? someone else who has great experiences actively improving her organization and getting results also wants that job. You will be competing against this person. Going up against someone who has great experiences in an interview is a little like the person who swims a couple of times a week in the pool at the YMCA, competing for a single spot in the olympics. Even if you get through the "elimination rounds" you will be able to tell very quickly by the rapidly expanding gap of water, who the star performers are.

Having great experiences can help you change career fields. One common language in many job interviews is leadership and influence around focused improvement. That is something all organizations are looking for and those are always transferrable skills and experiences. In fact what often stands out

Let's dig a little deeper to determine how we get there. How do you start noticing opportunities or problems for improvement in your organization?

Caring about what happens where you work is a start. Now before you launch into your martyr story about how much you care about this or that, I would challenge you to think about this: Does everyone else that you work with feel the same way about you; That you put yourself behind the needs of the organization and the people in it? That's where you start to notice opportunities to get an interview story. You get miffed a little bit when paper gets wasted or we are giving the customer a less than stellar experience. You start to cringe when you see that that since "we have always done it that way" it has lead to no shortage of missed opportunities and  extra expenses.

Another place you can start is by volunteering for projects, more responsibility, additional workload, to work with other departments, channels, or vendors. We have one person on our team right now that was promoted into position a year ago. Since then he has taken on the most challenging projects that nobody else wanted. He has since been very successful with each project. Through these he has achieved some amazing exposure working closely with other teams and at the same time stretched himself outside his comfort zone. Because of this he now has other experiences working with some of our senior leaders and at the same time has given himself a competitive advantage compared to other people in similar level positions. He will likely be very successful when a position comes open for promotion or if he wanted to go someplace else could probably get numerous job offers.

Think about it this way: If you were your own marketing or sales department for the company of You Inc, wouldn't you want to sell products or services that have significant differentiation from your competitors? That is exactly what you are doing here. Creating competitive advantage in the labor marketplace through the accumulation of the best stories is the best way to ensure that you can have the career you want. 

So remember before you get anywhere close to the actual interview the best way to prep is to say yes to experience.

The rest is as simple as just telling stories!