Perfecting the Elevator Pitch

One of the most important parts of managing relationships and effective networking is being able to tell someone about yourself in only a couple of minutes – the length of an elevator ride. What exactly would you say if you found yourself on an elevator or at a cocktail party with the hiring manager for a job you really want and you had 2-3 minutes? Here are some do’s and don’ts to help perfect your pitch: • Don’t try to cram your entire career into 60 seconds. • Do give highlights of most prestigious and recent roles, including company name and title. • Don’t assume people know or understand your space. • Do describe and quantify – industry segment, budget, revenues, employees, etc. • Don’t oversell or ask favors – you are meeting for the first time. • Do be clear about what you think your strengths are. • Don’t Learn more...

Relationship Management – Elements of a Relationship

After getting that business card at the conference, but before sending the e-mail or placing the phone call to invite the person to lunch or coffee, you assess, sometimes unconsciously, what it is you want from this relationship – what’s the motive? After some form of on-going contact you assess other dynamics between you to know whether this relationship is productive, enjoyable and something you want to invest in. Here are the elements that will determine if this person becomes part of your network or just a passing acquaintance. ● Motive –What you both want out of this relationship is often expressed explicitly; e.g., “I would like to learn more about your industry/company as I am contemplating a job move.” You might not know what either of you wants initially or you have an implicit, unexpressed reason for wanting to know one another, but over time a motive – good, Learn more...

Relationship Management

Before you can network, you have to have formed a relationship of some sort with the person in question. According to “The 29% Solution” by Misner asserts that only 29% of the population is connected by 6 degrees of separation. Given that surprisingly low number you have to be out there actively forging professional associations and friendships to form your network before you can work that network effectively. Whether you are forming a friendship or working agreement with someone, there is usually a natural chemistry that draws two people together. Learn from personal relationships with spouses and close friends; understand what you find attractive in another person. Seek out those who aren’t like you, but complement your personality, strengths and weaknesses. Trust your instincts but don’t be too quick to judge. Try this – when you are in at a conference or reception, try approaching the person you find least Learn more...

Personal Brand Value

“A brand’s value is a financial representation of a business’s earnings due to the superior demand created for its products and services through the strength of its brand.” Interbrand Corp. When it comes to your personal brand, your value is harder to measure and is far more subjective. Your job is to help others see the value that you bring by having a realistic sense of what it is based on objective input, context, demand and remuneration. Here’s what I mean: • Context – You need to learn the condition under which your attributes are best deployed. I don’t know about you, but I’ve worked in places where the organization and I ceased to be compatible. My skills were not completely valued. In one case it was company culture; I knew I would not move up to the level I wanted. In another it was the company strategy that I Learn more...

Personal Branding – Image Management

Managing your image is a critical part of establishing and maintaining your personal brand. There is surely no substitute for content or the ingredients of your brand, but if the packaging isn’t right, you won’t get a second look. Here are the elements that constitute your image – and remember, you never know when someone is watching so, whether at the grocery store or a conference, make your mother proud: • Appearance – Impressions are formed in seconds, not minutes. Your clothing, hair and grooming tell someone much about how you see yourself. Understand the environment you are operating in and stay within the boundaries of appropriateness. Know what “business casual” means in Des Moines versus Florida or at a software firm versus an investment bank, as examples. It doesn’t take a lot of money to present yourself professionally. Clothing and shoes must fit and should be in good repair; Learn more...

How to Change Your Reputation

• Visibility – Sometimes not having left any impression is a bad impression. Even if you are an introvert, find ways to make yourself known. Don’t force it or you won’t be convincing. But if, for example, you are great with numbers but don’t like to the limelight, offer to be the analyst for a project or finance person for a committee or project. Attend conferences and if you are senior and credible enough, offer to moderate or serve on a panel to let people see how knowledgeable you are on your subject matter. • Messaging – Words are powerful, having said that, actions can speak louder than words. Make sure you are conveying the right messages about the 3-C’s – credibility, capability and commitment. Prepare your personal branding statement, your elevator pitch – whatever you want to call it – and be consistent with everyone you meet. Walk the Learn more...

How do you know your reputation?

• How might you determine what is said behind your back? You ask trusted sources, first friends and co-workers who care about you and can be honest. Ask colleagues for “in the moment” assessments after a meeting or presentation. When you are asked, provide constructive, thoughtful and objective feedback to others; this paves the way for them to do the same for you. • Leverage formal performance review processes to dig deeper than what might be offered. In addition to your direct supervisor, seek input from sponsors, mentors and advisors, both internal and external to your company or group. • Consider the source. There are “haters” out there who will be ultra-critical because they don’t like you or secretly want to see you fail. There are also those who just won’t get you. Go with the law of averages and take the prevailing commentary to heart – good or bad.

Personal Branding – Reputation

“Your reputation precedes you!” This is true, for better or for worse. Sometimes people won’t be so gracious as to tell you when you have a “bad rep” as when it’s glowing. There are 3 Must-haves when building a reputation: • Credibility – People need to know you are trustworthy, have good judgment and are responsible. It can be the little things like not being punctual or not responding to voicemails or e-mails in a timely fashion that can undermine your credibility by suggesting you don’t manage time well, are disorganized or are dismissive. My old firm had an unwritten rule that you always get back to a fellow colleague within 24 hours if at all possible. It really often is honoring spoken and unspoken rules. • Capability – This is the horsepower to get the job done; it’s “what’s between your ears”! Subject matter expertise is always valued, but Learn more...