Executive Skills

Go to www.ceojobexpert.com

2009-12-09T13:08:00.000-08:00

If you've found yourself here, you've found yourself on our OLD blog site. Our NEW blog site is www.ceojobexpert.com. Please visit us there. All the archives and so on from THIS website are on thereas well. www.ceojobexpert.com.

I Have Irons in the Fire and Other Fantasies

2009-09-26T22:59:00.000-07:00

When it is time for people to decide whether or not to retain me as their Transition Coach, I get bedtime stories. The biggest lie that people tell me and themselves is “I’ve got irons in the fire.” Here is some reality for all of the executive dreamers out there who believe fantasies instead of dealing with hard, cold reality.

1). “I’ve got irons in the fire.” No, you don’t. Until you’ve actually started work and been there a few weeks, all you have are fantasies. I’ve only seen 2% of these supposed “irons” work out over the years, and fewer of these “irons” since last summer when the Depression of 2009/2009 started. You don't have “irons in the fire.” You’re hoping that something comes through and you’re counting on it. “Hope” is a very tenuous thing to hang your hopes on, and an even more tenuous thing to try to pay your bills with. Get rid of hope and get your ass to work actually finding something.

And, if you have a chance to engage a proven Executive Transition Coach, don’t be a fool and wait until your “irons” pan out. They won’t, and, even if they do, you still need Executive Coaching to make you the best exec you can be.

2). “I’ve got a pretty good network.” Bull hockey. You do not have a good network unless you have at least 350 people who will call you back within 48 hours and help you. Let me tell you when you know that you have a good network. If you can make a day’s worth of calls, and get at least one real, viable interview out of it….you’ve got an Okish network. If not, you don’t have squat. You’ve got some golfing buddies that you think are a network, and fantasies and laziness running through your head again.

3). I’ve got incredibly unusual and desired skills in this market. Probably not. Most executives look pretty much alike. You might fantasize, again, about how incredibly valuable and unusual you are. You aren’t. But this gives executives loads of comfort….to think that they’re so valuable and so unusual that they won’t have any problem finding work.

Executives tell themselves this because the reality — that their skills are a dime a dozen — is just too painful to realize. Here is the reality. I’ve had days where I’ve interviewed three or four people with virtually interchangeable résumés. Only the names were substantially different. This is the norm rather than the exception.

4). You think you’re the exception. You aren’t. Everyone who cheats on their spouse thinks they won’t get caught. Most do. Everyone who smokes thinks they’ll dodge lung or heart disease. They don’t.

We have a deep seated need as human primates to believe that we’re an exception to the rule. We’re not only “exceptional,” but we think that the odds don’t apply to us. Most of us think that we’ll dodge the Grim Reaper, the Fates and that 50 Ton Mack Truck bearing down on our careers. You won’t. You’re not an exception….unless you do something exceptional! If you do what everyone is doing, you’re likely going to get what everyone else is getting.

To be really blunt here. Executives who listen to me and do exactly what I tell them whether they like it or not wind up getting employed, on the average, very, very fast….with many months cut off of a statistically typical job search. Those who think that they’re the exception sit out for months until a job mediocre enough for them pops up.

People have a need to tell themselves these lies because believing these lies keeps them from having to do any real work. It also, unfortunately, keeps them from getting a job.

You can feed your ego or you can get employed and feed your family. You cannot do both simultaneously. Realistically, as long as you’re operating in your pride and arrogance, and believing fantasies and dreams, you aren’t going to get employed.

The fact is that you need help. Lots of it. And you need to operate in this little thing I like to call “reality.” I’ve seen hundreds of executives play the head games with themselves and sit out for months and months and months until they get their heads out of their sphincters and get the help they need.

Best of luck on your job search,

J.

Priorities

2009-09-20T05:40:00.000-07:00

First, our book and DVD series have been delayed by someone who lied to us and didn't get his priorities straight. We look for the book and DVD series to actually be deliverable by November 1st at the latest. We're sorry that those of you who have been asking about it are delayed. It is about such jerk behavior as the individual who caused the delay to us displayed that this article is written. We apologize for the inconvenience.

I used to be a sucker for a sob story. I’d have executives come to me after they had gotten, with my intense assistance, employed, at which point they would owe me the final portion of my fee for doing so. But they couldn’t pay it all (or any) just then. The kid just got out of the hospital, the mortgage was behind and they hadn’t eaten for months.

I would feel heartless if I demanded to be paid. So, I put off buying some sorely needed item, postponed a vacation with my family, or borrowed operating capital for a month so as not to push this poor person — who then went on a two week vacation to the Mediterranean, bought a $30K new car, or got a new house in a gated community. Well, in my old age I am getting, I hope, somewhat smarter. While I still am lenient toward true hardship, I have stopped believing people when they tell me most of the sob stories. I have also started to send the deadbeats who can pay but don’t to a pretty nasty collection agency immediately. If the agency can’t collect, I have a rabid lawyer. I forget to feed him breakfast then remove his leash.

This points up part of the problem that has caused America to be in the shape it is currently in. I see far too much lack of understanding regarding priorities in many of the executives I work with. Their family vacation is more important to them than paying their legitimate bills. Or they just have to have a new, expensive car. Or Rolex. Or $3,000.00 Italian suit. And to hell with their responsibilities.

These people need to get their priorities straight, along with the rest of Executive America. Our responsibilities come before our pleasure, and, sometimes, even before something we “need.” I’m sure that many executives could squeeze an extra year or two out of the two year old BMW or Hummer rather than going out and buying a new car and pay me or their other bills instead.

America is in the mess it is in because many executives are irresponsible and don’t have their priorities straight. There is a belief that one’s desires should come first. Many executives have an entitlement attitude that has caused many of them to lie, cheat and steal to get ahead. What is worse is that they don’t even feel guilty about it. And my wife a while back pointed out why.

To get ahead in today’s corporations you have to, apparently, lie, cheat and steal to get ahead. You need to be willing to step on other people to put yourself before them for promotion. In other words, as my beloved pointed out, you have to be a general, all around jerk to get ahead in many corporations today. Hmmmm, I thought. This would explain much.

Unfortunately, it explains too much. It explains why executives who had just been bailed out with our tax dollars felt entitled to bonuses. It explains why other executives who had just been bailed out felt entitled to a “retreat” at a pricey spa. It explains why corporate property is walking out of the doors of American corporations.

It must end. I’m doing my part by holding my executive clients who need it accountable. Whatever you can do to hold executives accountable, you should do. But America needs to change, as well, as a whole. We need an ethic of personal responsibility back, and back right now.

I’m sick and tired of spoiled rotten people who say “me first.” I’m sick and tired of entitled little jerks who want to push others around, shirk their responsibilities, and see themselves as above the law, above morality, and above ethical standards. These people are laughing at the rest of us and going to their $5M vacation homes in their $100K cars with their trophy wives and perfect little clones of themselves while ignoring the plight of the people they’ve laid off or fired who are losing their homes. They open a bottle of champagne to celebrate another wonderful bonus when their company has lost millions because of their irresponsible decisions. This must stop! These little pukes need to be fired and, in extreme cases, jailed. These are the people who are ruining America, and they need to be held accountable for it in the most dramatic way possible. Perhaps, instead of just screaming “You’re fired,” they should be thrust bodily out of the 100th floor window?

American business, and especially American business executives, need to change immediately or we will never see the end of the recession, nor recover as a country. Our executives have done things which, in China, would be a capital offense. I must say I sympathize with the Chinese for putting CEOs who cause China embarrassment to death. No one can say that the Chinese don’t take white collar crime seriously!

But in America, the white collar criminals are the largest contributors to the politicians who make the laws, and can bribe the judge (and jury) who will try them if they even get prosecuted by the politician appointed DA or Federal Attorney who is supposed to prosecute them. This is a set up for the massive government and business corruption which is ubiquitous in our country.

It is time for the honest executives (there are many) and the rest of the people of America to stand up to these criminal executives and say “Enough.” Whistles need to be blown loudly and publicly. Prosecutors need to be pressured to do their jobs by front page news.

And, by the way, what has happened to the free press in America? Lately, the newspapers, which are owned by corporations, have fallen completely silent on corporate crime. Free press? Ha! Not when they are permitted to be owned by the very corporations who are ruining our country.

Businesspeople need to be pressured to get their priorities straight, and get them straight now. Our responsibilities come first. Then our pleasures or luxuries. Luxuries are luxuries. They come last, not first.

If you are someone who is putting your luxuries first and putting off your responsibilities, shame on you! And be aware that there is one person — me — who will no longer buy your BS and entitlement. And the number of us is growing every day. Many of us are fed up with executive entitlement. The next time you take government money, then pay yourself a bonus, better beware. You may well find that a prosecutor has been pressured into actually doing his or her job and find yourself in jail.

The next time you lay people off so that you can get your bonus, beware. You may find the cold eye of the press on you, and find that your products are being boycotted by every union member in America. And it would be about time.

Executives are largely responsible for the mess we’re in, though not the majority of executives. Those responsible are the high rollers, the little jerks who feel that they’re God’s gift to the business world and humanity, the arrogant, entitled, selfish little pricks who put themselves above the needs of their companies, their employees or their nation. Corporations need to stop even giving these people any kind of job except custodian. Let them get mop water on their $10,000 Gucci shoes for once.

I prefer a non-government solution, so kick them in their genitals, which are located in their left back pocket and have the slang name of “wallet,” their most sensitive and important body part.

Let’s boycott the products of corporations who lay people off. Make the actions of the corporations known to your neighbors and friends. Send out a list to your email friends. If we were to completely boycott companies laying people off, there would be a few more layoffs at first, and then layoffs would be a thing of the past. If a corporation knew that laying people off would result in Americans refusing to patronize them and buy their product, the “C” Suite Executives would bit the bullet and keep people on, even at the cost of having to make due on their multi-million dollar salaries instead of their multi-million dollar salaries and multi-million dollar bonuses. They might forgo the raise and the bonus to stay in business.

It is time that Americans took their power and fought back against corrupt corporate heads. We have that power. We buy their crap. If we stopped, they wouldn’t stay in business, and someone else would make some of the same kind of crap for us to buy. We can surely make do with other products, or do without.

So, my call is to watch the papers and see who is laying people off, causing them to go without the wherewithal to pay the mortgage, and pay for food, and pay for other things that the “C” Suite jerks take for granted. Then completely boycott these corporations and ask your friends to do the same. Be prepared for a long boycott, and making do without many products. You’ll live. And you’ll be helping your neighbors to live, as well.

So…I’m doing my part to hold these jerks accountable. As of today, my household and I will not patronize any company that is laying people off. We’ll write to networks asking that they not take the advertising of these companies. We’ll try to convince our friends not to buy their products, no matter how useful. And we’ll patronize their competitors who are not laying people off. Maybe, just maybe, we can make a difference. Wanna give it a try? If it works, we can use the same tactics to change other jerk behavior on the parts of corporate executives. You with me???

J.

This is Denver. Adapt.

2009-07-21T00:33:00.000-07:00

Due to the fact that Denver is doing well, when so many other places are “tanking,” we have had an influx of out-of-towners. Some of these out-of-towners have graciously retained me as their transition coach.

I am seeing patterns, often from Californians or East Coasters, that are, however, costing them both credibility and jobs in the Denver Metro/Colorado Front Range areas. Here are some vital things to do and some things to avoid.

1). You are in Denver, not in L.A., the Bay area, N.Y., Boston, D.C., Chicago, Atlanta or anywhere else. Realize that Denver has its very own culture. Much of this culture goes to our past, but much of it we, who are long-term Coloradoans (which, the idiot Denver Post aside, is the correct way to indicate someone from Colorado….too many employees of the Post are from the East Coast) have developed this culture deliberately. We are certainly NOT going to change it for you, and don’t want to…and don’t have to. Our unique culture is one of the big draws to our area, and one of the reasons why we were chosen for the Democratic National Convention, and many other huge events, which is a primary part of our economy. It is our culture. If you don’t like it….I-70 goes both East and West.

2). Stop being pushy and impatient. Part of our culture is that things are slower here. We like it that way. We are a “lifestyle” town, not a “business town.” Unlike ugly places like Chicago, D.C. or, heaven help us, L.A., we have lots of other things to bring people to Denver other than business. Look at the mountains, the activities, and breathe the air. THIS is why people are here, not just to get business done “yesterday.” We are not going to get things done as quickly. There will be some delays due to weather and other realities of living in Denver. Get used to it if you want to live here. Otherwise….I-70.

3). Quitcher Bitching! Denver has a positive culture. I see too many people, especially from the Coasts, constantly bitching and griping about things. This “ain’t” New York! Your negativity and bitching is costing you lots of credibility and jobs.

4). Chill. You’re probably coming across as aggressive and arrogant. I don’t care if you agree with me or not. It is how you’re coming across. You can listen to me and get a clue and begin to act in a way that Denverites like or you can remain unemployed for a long time. The decision, as always, is yours. But this is almost certainly why you’ve lost some positions or haven’t even gotten referred to them.

5). Understand that over 90% of the real jobs in Denver are found through networking. Don’t fuss with your résumé. Don’t waste time on the Internet. Find good networking groups (I am happy to send you a list for free if you just send a request to info@heckersdevgroup.com and put NETWORKING in the subject line, and give me your name and last or current title). Go to these networking groups. Get well-networked with “old” Denverites. If you don’t, I hope you like daytime T.V. a lot.

6). Be polite to everyone here, regardless of title or position. If you’re rude to the waiter or waitress at lunch like you might be used to being in your old town, don’t expect an offer. Denverites are “nice” people and tend to treat everyone with respect. If you don’t, you’ll just be pegged as a “jerk.”

7). If you retain a coach, an attorney, an accountant or other “service” personnel, don’t act like they’re your employee. They’re not. This attitude does not work at all in Denver. Be very nice to the professionals you retain. We have plenty of business and tend to boot rude and crude people out of our practices here….and let others know that you’re rude and crude.

8). Don’t flash your money here. How do you know you’re in Colorado? A $500K a year executive is driving a 10 year old Subaru with an $1,800.00 bike on a $900.00 bike rack…and is dressed in jeans, hiking boots and a flannel shirt. While a couple of the “transient” developments might be impressed with your money, most of us are not. People in Denver are generally not for sale. Their souls are especially not for sale. Flashing your money clip here just marks you as a jerk again. This is triply true if you have an Eastern or Texas accent.

9). “Formal” means you wear socks…except when it doesn’t. Make sure you know the “dress code” here for every event you go to. Some events that you’d think you need to get dressed up for, you shouldn’t, and others that you’d think would be casual aren’t. We who are Denverites usually know when. Ask someone who knows.

And…

10). Cut the number of words coming out of your mouth by at least 75%. And stop interrupting people all the time. And you don’t need to speak at the top of your lungs in a restaurant. Turn off your damned cell phone during meals. Stop monopolizing the conversation. Nobody cares about what you did in your old town or how important you were. You aren’t that important here until you’ve earned your “Denver” stripes.

Most people from the Coasts or Chicago talk too much. Please shut up and let others speak, too. Don’t expect that they’ll be as rude as you are and just “push in.” Yes, I know this happens in New York and Pittsburg, but here it is just plain rude, crude and socially unacceptable. Try this crap in an interview and you’re out, out, out.

So, out of towners….behave yourselves. You are in a different culture. We like our culture here. If you don’t, remember what I said about I-70. We’ve had this culture since the town was built. We certainly aren’t going to change it for you. Because, believe it or not, you are notGod’s own bright shining star in the Universe over everyone else.

Adapt to Denver. Don’t expect us to adapt to you. I’ve seen hundreds of out of towners come and take I-70 or I-76 or I-25 outta here. We’re still here. And, if you don’t adapt and learn to act like a Denverite and a Coloradoan, we’ll still be here long after you’ve tucked your tail between your legs and slunk away back to the Coast.

OR, you can adapt and be welcomed here in the Mile High City and the most beautiful state in the Union. Colorado has some of the most intelligent people in America living here, as well as some of the best educated, most spiritual, and healthiest. Assume we know something that others don’t and get to work at becoming one of us. We’d really like to be able to welcome you with open arms.

Oh, and if you're from out of town and need help to learn how to be a Coloradoan, and can actually be coachable instead of arguing with me, give me a call at 720.581.4301. I'll be very happy to help and to set up an appointment to advise you.

Where Have You Been???

2009-06-28T08:38:00.000-07:00

Dear Readers:

I've had some folks ask me where we've been, as it has been a couple of months since we posted on this site. Sorry 'bout that.

I have spent all of my writing time writing, editing and preparing some new books for publication over this summer. The first is In Transition: Rapidly Finding Your Next Executive Job (Even in Difficult Times), which was shipped from the publishers on Thursday, June 25th! Our next book is The Six Figure Resume Guide which will be shipped in about two weeks. By August, we'll have a book for non-executive white collar personnel called Getting Employed (Even in Difficult Times). This book gives effective strategies for non-executive personnel to find employment, including over 400 killer interview questions and how to answer them. By September, our book 1001 Killer Interview Questions and Their Answers (working title....we haven't decided on a final yet) will be out. Then, finally (at least for a little while) we're putting out a career management book the working title for which is Highly Cynical Career Management Techniques.

Some of these have DVDs to go along with them. In Transition has two associated DVDs currently in editing. The first DVD is a multiple DVD set with over 6 hours of training on finding executive employment. This will be about a 4 DVD set. We also have a 2 DVD set on answering the 4 "biggie" killer questions, with footage of actual clients answering these questions. I'll put up on my management blog sites further informaiton as it becomes available. Our wonderul internet publicist, Keith Eckhardt, is tirelessly working to get the DVDs finished and put up venues to allow people to buy these books and sets. If you'd like more information on these, please feel free to go to info@heckersdevgroup.com.

So...to make a long story endless....and to quote the Governator....we'll be baaack....very soon.

I hope you're having a great summer!

J

We're Doing Something Right

2009-03-07T01:20:00.000-08:00

The unemployment figures Friday are, indeed, frightening. When the number of people who are unemployed and underemployed are added together, an astounding number, 15%, of Americans are unemployed. This is hitting the Executive Sector especially hard.

However, I want to give you a ray of hope. Our clients, even those who are very difficult to employ, are getting employed very rapidly. Our average for "C" Level clients is less than 7 months. The national average for "C" Level client is at 24 months and climbing. Our average for VP Level Candidates is less than 6 months. And our average for Director Level executives is slightly more than 4 months.

One of our "C" Level clients is 70 years old, and worked in non-profit...and is employed. He entered our program in November, and the date of his employment was in February. Another CFO client is trying to decide between which of his opportunities he should take. And we have similar success stories for VPs and Directors.

What we're doing right is hooking people into our extensive network of alumni and current clients to get them employed in this economy. Everyone who is being hired at the executive level is being hired through networking at a very high level. Our network is second to none, since Nicole and I are lifetime residents of Denver and the Front Range. We have even helped numerous out of town clients get jobs in the Denver and Front Range areas.

While I don't like to use this blog space for advertising what we do, we're doing many things right and our people are getting employed. We limit the number of people we take and we are not cheap, We cost between two weeks' and six weeks' salary for executives. Considering, however, how many months we cut off of the job search, can you really afford not to talk to us?

We don't take everyone who comes to us. We do not work with "linear" in-the-box, concrete thinkers, so if you're one of the hide-bound dinosaurs of Corporate America, please don't bother. But we'll be happy to speak with you and see if we can help in any way for those holistic, organic, out-of-the-box thinkers that America needs now. Our number for a free evaluation is 303.480.5484, and we welcome your call and look forward to coffee with you.

If you're tired of daytime TV, we'd love to help.

Please note, we work only with Director Level, VP Level and "C" Level (CXO Level) Clients. We are a fee-paid service, and require a portion of our fee before beginning our program. We do not work with people "pro bono," nor "on contingency," and we are not recruiters. For more information on us, go to www.heckersdevgroup.com or www.heckersdevelopmentgroup.com for the HTML site.

J.

Executives and Money Issues

2009-02-07T17:10:00.000-08:00

One of the biggest obstacles to executives becoming employed is their attitude about money. It isn’t surprising that money is the center of existence for many executives. After all, they went into business, not social work. When I was growing up, our old Monsignor said to me “John, the most sensitive part of the human anatomy is the wallet. You can grab a man by the privates and he won’t scream as loud as if you grab him by the wallet.” Father Schmidt, may he rest in peace, was so right!
However, as with most things that we hold near and dear, money can also be the source of our derailment as executives. The problems here are numerous. It is time for some tough talk around money issues and where executives are on this most sensitive part of their anatomy.

1). Fear. There was a billionaire in Paris who, in this recent financial crisis, lost about 1/3rd of his billions. He committed suicide because he was financially ruined. Now, before you laugh and point too hard, I’ve seen executive after executive get to almost the same point when, really, very little of their income has been reduced.
As an example, our fee to help executives, with an incredible success rate, is less than a month’s salary. Considering that our folks average about $220K per annum, plus bonuses, it is substantially less than a month’s salary.
And, consider that a fee for an executive coach is an investment in one’s main channel of income…to increase it dramatically. Yet you’d think with some folks that I was asking them to empty their bank accounts, take off their Rolex, and hand me the keys to the Mercedes!
Many of our executives bitch and gripe about paying for parking at some of the events. Or paying $350.00 to join an association to meet other executives. Or buying a few new suits. Or even a very good haircut (we have someone to whom we send our executives to fix their hair).
Executives are cheap, cheap, cheap, in many instances. Yes, this probably means you! This attitude of paying the least possible for things to support and assist your career search, simply because you are temporarily without income, is very counterproductive.
But the executives are often nowhere near as cheap as their spouses, especially the wives (although I certainly know a few very cheap hubbies!). The thought of {{{gasp!}}} paying money to help to get a $250K a year job much more rapidly sends them into an anxiety attack. This is also incredibly counterproductive.

2). Misunderestimating. Sorry, folks, couldn’t resist. The fact is that when executives look at their bank accounts, they see a yawning chasm where there might be Mt. Everest. Until recently, Bill Gates could never see that he had enough. He was consistently panicked about making more and more and more and more money. This is a pathology. It is also a black hole. All the money in the world will not make someone internally insecure into someone secure. All this talk about “financial security” is so much hooey. What is often going on is a need to be in control of all situations. As this is impossible on this plane of existence, no amount of money is ever going to be enough.
What has to happen is to look at one’s “burn rate.” From the burn rate, calculate how many months you are able to exist. Then ask what you can do to reduce the burn rate. Do you really need that cruise? I’ve seen people balk at spending money on the things that will get them a new job, but spend money on a new car, a vacation, an expensive present, and so on. Reduce the burn rate as much as possible!
Then look at what to spend money and time on that will reduce the amount of time that you will be looking for a job. This might be a transition coach, group and association fees, clothing, travel to a city you want to move to, etc. Get your priorities straight! A new car is not as important as a fee to a major networking group that will put you into contact with other top executives and people in your community immediately. Yes, a new car might make you feel better about yourself, but is your three year old Mercedes really ready to be put out to pasture?

3). Stretch your money. Do some intelligent things with your money. You might consider moving into some safer investments for a time. You might consider putting the extra home up for sale. What about simply garaging the third car and taking it off of insurance for a while until you’re re-employed. How about a very temporary consulting assignment in November, December, and late June through mid-September when executive hiring is at a “low” anyway? Howsabout cutting back on some of the kids’ activities? (It is good for the kids to feel the cold hand of reality sometimes, too.) Does your spouse really need to go to the spa every week? And so on.
This blog is written to upper management and executives. If you’re not one of these folks and reading this anyway, you probably think I’m being pretty nasty and exaggerating. I’m not. This is the way these folks live. (I don’t, and even most of my clients don’t, but a large enough proportion of them do, that I know whereof I speak!) Those of you who do live this way…you look really silly to the rest of the nation who would love to have your problems right now. Which brings me to…

4). Get real about your situation in life. You wife is sobbing because you have to put the country club membership on hold for a few months. Well, brother, the wife of one of the people who you passed in the hall every day at Lehman Brothers is crying because she can’t pay the mortgage on their three bedroom, modest home, and the cable has been turned off, and there isn’t enough food in the fridge to feed the family. Grow up! Get real about your situation. Many of you are not in any real trouble. Yes, your lifestyle isn’t going to be the same. But you, too, were part of the problem that led to this. (For whom did you vote in previous elections? What belief systems do you have about the economy? What decisions did you make at your company that contributed to the current economic crisis? We’re all in this together, folks, including me.)
So, get real about money. Even your “broke” is not truly broke. You can still pay the mortgage, keep the heat on, put food in the fridge, etc., even if it means tapping your IRAs and investments. Some very hard working and good people don’t have IRAs and investments to tap, can’t pay for the simple necessities of life, and had almost nothing to do with the current crisis (whereas we all did at our levels). Frankly, I’m surprised these people are not rioting in the streets, pulling us out of our homes and taking them over. This is what would happen in these situations in most other countries. It speaks to the quality of Americans that they haven’t done so…yet.

5). Greed. Greed (and stupidity) is what brought us to the current economic crisis. Greed isn’t going to get us out of it. Be real about what salary and benefits you’re going to be making. Don’t try to hold up an employer for more than the market will bear. Don’t try to hang on to all your money. Dip into the IRAs if necessary, and liquidate the investments. Hey, given the volatility of the market, you might be glad you did!

Here’s the bottom line. Now is the time to stop collecting and hoarding and spend a bit to get going on your job search. Don’t be stingy or greedy. Don’t hold out for every penny you can make. And don’t hold on to every inch of your lifestyle. This might be your wake-up call from the Universe. Get real about your money!

Idiocy in the Job Search (or: Hey! This is an EMPLOYER’S Market!)

2008-11-10T00:03:00.000-08:00

I’ve had my eyes opened. We have a need for someone to expand our business…and we’ve seen many résumés, with 2 out of about 60 we really like. We posted with our partners and friends at Jobing.com, who have, by the way, done a great job of helping out. (www.jobing.com. If you are an applicant, register with them now. If an employer with a job opening, ask for Craig Hakes at 303.227.3377 and post your description with them. Let them know I sent you.)

To respond to this post, either comment below or email me at jheckers@heckersdevgroup.com. I welcome your comments.

But the lack of intelligence and old fashioned manners in the job-seeker world is truly amazing! So, let my bad experience be your education, as always. Here are a few really stupid human tricks that some of our applicants have done.

1). Ignored the post entirely. Our post clearly says up front that people applying any other way than instructed will be automatically not considered. Then it gives a set of things we have to have before we talk to someone, including reading one of our blogs and replying to a couple of questions that are posted there (so we know that the person read it.) Out of the 60 résumés, only two followed the directions completely. This proves that they are not bright enough to be employed anywhere (except, maybe, the Post Office or the TSA), much less at our firm.

2). Got nasty. When I didn’t just delete these congenital idiots who couldn’t follow simple directions, but sent them back instructions asking them to apply again, some got nasty and told me I was rude, proving the point that no good deed goes unpunished (I shoulda just deleted them rather than giving them a second chance). Even if I had been, what kind of houseplant IQ does it take not to say something ridiculous like that to a potential employer, hmmmm? Never criticize an employer. If you don’t like what they require or want from you, don’t apply.

3). Showed ignorance. We’re trying to hire someone to serve as a Career Coach Associate. One of the duties is writing résumés, which we’ll train them on. But several of the résumés had major misspellings and misuse of words. I think that these folks probably didn’t make the grade. (The two people I liked did everything right, BTW….great résumés, read the blog, followed directions — proving that I did not pose an insurmountable test or anything.)

4). Sent canned responses. This is in part an extension of #1, as we said “NO CANNED COVER LETTERS,” and asked for a statement of 500 words or less telling us why they wanted to work for our firm. Instead several job seekers sent a canned cover letter that had absolutely nothing to do with the position or any information we wanted. Duh.

5). Didn’t even use our names. If the name of the person to whom you’re applying is in the job posting — ummmm….use it! Not doing so is incredibly rude, as well as un-bright.

6). Applied even though they had 20% of the qualifications or less. That 20% consisted of being able to breathe air and be of the human species (for some, I wasn't sure that "being of the human species" applied..). Really, in some of the résumés that is the only similarity I can find to anything in the job description.

When you do this you’re wasting everyone’s time, and really torquing off an employer. “Papering” your résumé is just plain idiotic. Don’t do it!

7). Applied to the wrong email address. Once again, follow directions. How many working brain cells does it take to send an email to the correct email address when it is sitting there with a link on it?

8). Just forwarded their “Jobing” profile without even a canned cover letter. It is bad enough to get a “canned” cover letter, but to just get a profile…sent to the wrong email address…with none of the qualifications for the job…and numerous misspellings…well, these people need to go on Welfare, because no employer who needs someone who can even use a broom well will hire these people.

9). Send really offensive cover letters. One guy started out his ridiculous cover letter with “Congratulations! Your search for the right person is over!” Yeah. Whatever. I'll make that decision, thank you, not you. Don’t send hokey stuff like that, people. It just marks you out as someone who will be a “salesy” employee who will apply high pressure sales person type tactics to your clients or customers and make them so angry that they’ll go to your competitors. I would prefer to slowly slice off vital parts of my anatomy than to subject my great clients to a high pressure loser like that. And please don’t tell me, the employer, what decision I need to make.

Be humble when you write. I don’t mind someone saying “I believe I am the right person for the job,” and giving me examples that mirror the job description to tell me why. I like it, in fact.

What I really hate, though, is someone who tells me that I'm the idiot if I don’t hire him (this is a mistake usually made by the male of the species), and doesn’t give me one good reason why I should.

10). Telling me that I’m looking for impossible qualifications (or that I don’t pay enough). Out of 60 résumés, we have two good ones. We always knew that we were seeking a special individual. But the fact that two people did have the qualifications and thought the salary range was good is proof that we simply asked for the improbable and difficult, not the impossible. Besides which, I do the improbable and the difficult at least 3 or 4 times a day. The impossible I only perform once or twice a week. If I had received no viable candidates, well, maybe they’re right. But two out of 60 is actually a good “hit” ratio, since we’re seeking someone who fits into our unique culture and has high` intelligence.

I could go on, but I won’t. The upshot is this. It is an employer’s market. You aren’t going to get anywhere by being nasty, rude, not following directions, or generally acting stupid.

If you do fit, follow the instructions and apply, remember it is still an employer’s world. You aren’t in control now and you won’t be in control after you get hired — if you’re lucky enough to be hired. Also remember that the amendment that would have required employers to give a reason for firing someone was withdrawn. Employers in Colorado and most other states can fire you for any reason whatsoever or no reason at all. While you could get away with a great deal of crap in a tight labor market, real unemployment now is hovering around 12%, regardless of what the government propaganda says.

If you don’t want to be part of the “unemployed” statistic, polish your shoes and your attitude, be polite and deferential and generally behave yourself.

Good hunting,

J.

The Web Can Be Friend or Foe

2008-10-12T21:21:00.000-07:00

Every new technology can be a “mixed blessing.” My cell phone makes me more accessible — and wakes me up early in the morning with some marketing call or wrong number. My computer gave me repetitive stress syndrome. My copier ate an important document. And so on.

But the most dangerous technology out there for your career can be the Internet. While the Internet opens great possibilities for searching for jobs, some common things people do on the Internet can actually cost them, not only jobs, but their careers, or worse. Here are two major things many people do to interfere with their careers on the Internet.

1). Post a résumé or your profile on a job board. Caution is essential, as well as a bit of discernment. Some people post on every job board. This only slightly increases their chances of being hired, as almost all companies who are searching on job boards use a utility (or an employee) which will search all of the most common. But it greatly increases your chances of lowering your salary. If you’re posted on every job board, it is clear that you’re desperate and will probably take a lower offer. Post cautiously. If you’re a woman, do not post your address or home phone. There are many less than savory characters out there.

Instead, post on a very few. The Ladders is a waste of time in my opinion, as all contacts by recruiters or employers must be made through them. Execunet is OK if you post a resume on it and put contact information, especially email info, on the rez. Jobing.com is good, as they are very picky about their employers and have a variety of other services, as well.

2). Have a MySpace account. One of the most dangerous career moves you or your children can make is to create a MySpace account and post personal information of any kind on it. A picture of you in a skimpy bathing suit or less, or passed out on a beach after a party with a bottle of Tequila in your hand can be enough to cost you a job in the future.

Also be aware that deleting a website or changing its information doesn’t do any good anymore. There is a site, http://www.archive.org/, which has technology which lists and shows screenshots of web sites back to 1996.

Even if you want it to, nothing ever goes away on the web! For a truly scary experience, type in your personal website or the website of a friend on this site and hit “search.” You will see a page giving the history of this website, and screenshots of the whole site, back to its inception or 1996, whichever is later.

It is common for younger generation workers to keep sites like MySpace and to post what they think is hilarious information on there, like pictures of themselves in compromising positions, naked, or drunk and performing stupid stunts. There are actually three dangers.

The first danger is that, while younger generations see this as “private,” it is very public. Even if no one but friends are supposed to be able to see the site, a skilled computer geek can see it in nanoseconds. Employers or agencies that do background checks often employ these geeks at very high rates of pay to do just that.

The second danger is that any pictures can be copied and sent anywhere without your consent by friends, hackers, geeks and others who can gain access to your site. The Internet is a public space, and there is no protection on the face of the earth that can prevent a bright individual from copying and distributing your pictures. Think about explaining to your next boss how a topless picture of you wound up on hotbabes.com or the like. Good luck. Better luck explaining to your mom or dad , husband or wife, boyfriend or girlfriend, etc. why you didn’t get the job. Have fun.

The third danger is the site I quoted above, called “Way Back.” While I have only had business sites, I’ve played with this instrument and it can pull up websites of companies that have been out of business for years, as well as personal sites.

There is a fourth danger for your children and teenagers. Their judgment is rarely the best. They can give information that exposes them to sexual predators, kidnappers, pedophiles, and other dangerous people. Additionally, what they do on MySpace never goes away. When they update, all they’re doing is creating another archive file. If I currently had children in this age range, MySpace, Facebook and other similar sites would be completely prohibited to them. If you love your kids, I suggest you do the same. It is simply not safe for them, and you cannot monitor them every second of Internet use. Block the sites and threaten serious punishments if you find they’ve opened an account…and check frequently.

If your kids are on MySpace, get them off of it. Today. This is one thing they do not need, and which exposes them to irreversible harm. It would be safer to feed them my ex-wife’s cooking. (Think: “Dinner is ready when the smoke alarm goes off.” Really.)

While the Internet poses dangers, it also offers opportunities. The same site listed above can be used to check out a prospective employee or date — and should be. Anyone who does not “Google” a prospective employee or date is living in the middle of the last century.

The Internet is like any power tool. Use it wisely and it can save time and build bridges. Use it carelessly and it can end a career or expose you to stalking, identity theft, or even death. It is a public forum, not a private space. Assume that anything and everything you do on the Internet is subject to discovery and behave accordingly.

Be careful out there!

J.

Ten Career Limiting Moves for Executives

2008-08-26T02:02:00.000-07:00

As you move up the executive ranks, there are certain behaviors that will give you a boost, and others that are very career limiting moves. Here are some of the career limiting moves and how to avoid them.

1). Getting too close to your boss. This may seem counter-intuitive, but don’t let yourself get too close to the boss. It is especially important not to be friends with the boss. Be friendly. Invite the boss and his/her spouse to dinner (preferably at a nice restaurant). Accept any invitations given to you. But never, never think that the boss is your friend. S/He isn’t. If the choice comes between you and losing his/her job, which do you think will win? And letting the boss know your personal life challenges can only lead to disaster.

2). An office romance. There is an old saying that applies. “Don’t dip your quill into the office inkwell ‘cause someone will come along and cut your feathers off.” Crude, but true. As soon as you enter into an office romance, you are a target.

I tried to tell this to one young friend of ours who started to go out with a senior official of her company while she was consulting there. It didn’t last. Neither did she. If you absolutely must date someone you’ve met at work, one of you should quit and find other employment if it looks promising after 3 or 4 dates. Otherwise there is a very large hole in your armor.

3). Dishonesty anywhere. If someone is dishonest with me they’ve just been dishonest with someone who has a very large Rolodex and isn’t afraid to use it. A moving company did something dishonest to my widowed mom. They didn’t want to deal with it when I brought it to their attention. I let my network know what they’d done. The next day they received over two hundred phone calls from people. They wound up making a fairly large settlement.

Honest disagreements will happen. But cheating someone, stealing from them, or defrauding them will get around very rapidly and ruin your career chances. I know one gentleman who had to move out of town because of a bad reputation. Great guy, but had made a few judgment errors. Run your life and your business with integrity, or you’ll pay the price.

4). Letting your network lapse. I see too many of my clients let their networks lapse once they get employed. This is a very large mistake. In fact, the lack of a network is how most of the transition executives I deal with got in the position of needing to utilize my services in the first place. Keep up your network!

5). Losing focus. Everyone has life issues that arise. There are deaths and illnesses and other unforeseen cosmic noogies that surface from time to time. Take a few vacation days, deal with it as well as possible, but then focus on your work again. Don’t get sidetracked with volunteer work, family issues, and so on.

6). Identifying with the company. One of my clients was a true company man. He had a company shirt, a company ball cap, a company cup, and even a company crest ring. Yep. He was a good company man right up to the time he was laid off. A goodly portion of his identity was temporarily taken away. You work for a company, you don’t live for a company, unless it is yours. Even with the fact that my wife, Nicole, and I are in practice together and our name is on the letterhead, we don’t live for the company. We live for life and work at our company. But we’d still be us if we didn’t have the company. You should take the same attitude.

7). Taking the part of employees. Don’t get too close to your employees. I made this mistake early in my executive career. The employees had some legitimate gripes, and I went to bat for them. That was a very big mistake. Don’t make it.

Do what you can to look like you’re on the side of employees while making sure that your superiors know that you are pushing the corporate agenda. If you want to right injustices, join the Peace Corp or start your own company where you can put your ideals into effect. But don’t try to reform corporate America. It won’t work and it annoys the powers that be.

8). Thinking you know all the answers. One of the most rapidly growing careers is that of Executive Coach. Why? Because intelligent executives know that they need to have an independent sounding board to bounce things off of and some independent advice. If you don’t have one, get one. But watch yourself. Make sure that the individual you’re contracting is experienced and skilled. Often times your company will pay for this.

9). Isolating yourself. Keep up. Read. Watch CNN and other stations. Talk with others outside of your company. Join associations and groups where you can, not only network, but also meet like-minded people.

10). Mixing personal and professional life. Keep the office at the office and the home at home. Don’t let anyone see much of your personal life. I rarely invite clients to my home. My home is my home.

I used to have an office in my home (in Highlands Ranch at the time) where I’d see clients. This did have some advantages. But it also let them see too much of me and my family. It is usually a mistake to bring the office home or the home to the office.

These, of course, aren’t the only career-limiting moves that executives can do, but are a few of the big ones. Watch for my upcoming book Highly Cynical Career Management to be published around the December holidays. In the meantime, watch your back and watch yourself!

Three Tips for Avoiding the Next RIF

2008-07-31T23:24:00.000-07:00

What do you do when you hear nasty rumors being spread around the office that there will be layoffs, or a RIF (reduction in force), and you fear you could be on the list? Don’t assume it’s time to bid R.I.P. to your career, but rather take a calm yet proactive approach to the situation. Look at your marketability and use it as a springboard to explore other opportunities elsewhere, or decide to make the most of it at your current position.

If you decide you’d like to stay where you are currently, here are 3 tips to make you indispensable to your organization. (In the following stories names and identifying info have been changed to protect client identities.)

1) Become an expert and make yourself available to teach what you know. One employee, Sal, worked in a small office in technical support. A major component of the business was to process credit cards. He saw that the company was paying a large portion of fees to the credit card companies and for processing. This issue had been largely overlooked by all of the staff. Seeing that a fair amount of money could be saved, he took it upon himself to learn everything he could to reduce the fees and negotiate different rates. He became the point of contact whenever there was a problem with the vendors. He taught other staff how to navigate the fairly complex and abstruse system. Furthermore, Sal familiarized himself with any changes and rate increases. With his knowledge of a core component of the business and his willingness to share what he knew, Sal avoided any mention of his name when the company was forced to downsize. And at the same time, he increased his value to the company by saving tens of thousands of dollars annually.

2) Go green and organize a contest. After being horrified by the reams of wasted paper his office produced to generate one report, Tim decided change the profligate nature of his department. He realized the paper waste for the report could be cut by at least 50%. With upper management’s approval and the small budget he was allotted, he sponsored and organized a contest where individuals were recognized for reducing the waste by half. Everyone joined in to solve the problem and most met the 50% goal. He distributed little “Save a Tree” award trees to each member who met the marker. He gave the largest tree to the employee who engineered the highest waste reduction. Given the competitive nature at the office, his contest was highly successful. The morale of the department improved as everyone recognized their commitment to save the environment. Tim was asked to oversee the “Save a Tree” contest annually and was appointed the head of a new committee dedicated to making the office environmentally friendly. With Tim’s extensive contributions, not only did he take steps to save the environment, but he saved his job as well.

3) Shape and strengthen the culture of your office. Mary had always been known as a strong contributor to her company. She was well liked and always took the initiative in any situation. Rumors had circulated that upper management wanted to improve the morale of the department. To help bond her work group, with her boss’ approval, Mary decided to organize a wine tasting at a popular restaurant nearby. The attendance was at almost 100% and a huge success. People talked about the event for days afterwards. Management asked Mary if she had any other ideas she could implement. After careful thought and help from a skilled facilitator who volunteered time to the project, she began a peer advisory group for the professional development of staff. The group took off, spawned several other groups and exceeded everyone’s expectations. With a second success under her belt, Mary was now informally put in charge for molding the organization from a cultural standpoint. The most popular events she organized became annual traditions. It was clear over the period of a few months that Mary had single handedly improved the overall morale and sense of cohesion within the organization, which increased productivity and contributed to a high functioning department. Instead of the possibility of being on future RIF lists, Mary became one of the most popular and beloved members of the team. Given her string of contributions that helped shape the organization, no one, including management could afford to let her go.

With these few tips, you’ll find that you’re an indispensable member of your organization. Although you’ll feel a sense of loss as others around you face lay-offs, if you follow these guidelines, you’ll be glad you positioned yourself to be integral to the functioning of your department and the last person upper management would ever consider letting go.

All the best,

Nicole Heckers, MA, CPC, BCPC

Figure Out What You Want and Go For It

2008-07-13T16:22:00.000-07:00

The most important challenge for a rising executive is to figure out what he or she wants in his or her career and life. Until this all-important question is answered all of the career moves, the politicking, and the climbing of the ladder remain unimportant.

There are three vital questions to ask in this — and in this order.

1). Who am I? There is an old saying that if you don’t stand for something you’ll fall for anything. It has a great deal of truth to it.

Executives (and everyone else) must first know what they’re made of. What is it that you’d die for? What do you live for? What will you do if faced with a conflict between your job and your ethical/moral system? Do you have a price? What is it, and can you look yourself in the shaving or make-up mirror afterwards?

It is vital to know your values and your mission in life. What did God send you here for? If you’re uncomfortable with the “God” term, substitute your own question there, such as “What am here this time around for,” or “What purpose does the Universe have for me?” They wind up as the same question. Why the heck are you here.

When I ask some of my clients that question I get some pretty scary answers. They include “To build a comfortable life for me, my wife and kids.” Really? Really? The whole Universe has planned to have you here so you can have a nice house and two SUV’s and the money to buy gas for them? Wow…what a wasted life.

I would hope that the talents, skills and brains that you’ve been given give something better back to humanity as a whole than your wife and kids being able to shop at Needless Mark-ups (Neiman Marcus) and go on European vacations and drive a nice car.

What are you here for? A nice life is a nice perk, but it isn’t a Life Purpose. Who are you? What are you going to give back to humanity — and I’m not talking about the $10 bill you slip into the Church collection plate the once a month you show up. I’m talking about what Service you’re going to do for the world. Think about it.

(If you truly think that your highest and best purpose is to make you, your wife and kids comfy, you probably are just going to get very angry reading this blog, as you’ve probably figured out that I think having that as “life purpose” is incredibly shallow.)

2). Where am I going? As J.R.R. Tolkien had Biblo write, “Not all those who wander are lost.” But most are.

If you don’t know where you’re going, how are you going to get there? What would you like people to say about you at your funeral? Being the wealthiest person in the graveyard is not terribly valuable…unless that wealth is in people you’ve helped and those who you’ve loved and who have loved you.

If you’re going to the top chair, why do you want to get there? Do you think you can make a difference as a CEO in people’s lives?

Most of my “C” Level clients wanted that position to make people’s lives better. They wanted to see their employees treated more justly, see a better product made to serve their customers, ensure excellence in ethics and communication, or some purpose that has a bit of nobility to it.
Many others choose to leave that path and pursue a path of making a difference in other ways.

Which path are you going to choose? Why?

3). Who do I want to go there with? Few of us walk totally alone. Figure out if you’re a hermit or if you want to walk with a large group of people.

Then figure out what kind of people you want to have around you. Do you want to work for a large company, or a small one? Do you want to start your own company? Figure out who you want to go with and then stick to your guns. Don’t be swayed by money. Take it from one who knows, money comes and money goes. Money is like the rain. It is here today, but maybe not tomorrow, and it doesn’t matter how much you have. But you can always make more. Making money is easy. Finding a group of people with honor and integrity is tough.

Find a group of people to walk with who have honor and integrity and the dollars (and millions of dollars) will, to some degree, take care of themselves. Align yourself with dishonorable people and/or become dishonorable yourself and it won’t matter how much money you have. A millionaire jerk is still just a jerk. Live with honor or improve the gene pool by leaving it rapidly.

Remember what Mom and Dad used to say about the company we keep and the friends we have? They were right. We are known by the company we keep. We are also known by the Company we work for.

Figuring out with whom you will walk your life path is absolutely vital to your happiness. Choose wisely. Think of the gas and time you’ll save by not having to visit any of your friends in Club Fed Minimum Security doing 10 – 15.

These three questions are essential ones for any individual at any time, but absolutely vital for those climbing the executive ladder. Know who you are, where you’re going and choose carefully with whom you will go and success will follow. Ignore any of these and you’ll fall off that ladder sooner or latter — usually sooner.

All the best,

J.

Welcome!

2008-07-11T12:45:00.000-07:00

Welcome to the Executive Skills Blog. This new blog will publish articles to assist executives in moving forward in their careers, play politics well, and stay out of trouble in their jobs.

This blog will receive new articles at least weekly on a variety of these topics.

Who am I and why should you spend the time reading my articles? For the first post, here is my bio.

John Heckers, MA, CPC, BCPC is President of Heckers Development Group, LTD, an executive coaching and consulting firm based in Cherry Creek, Colorado, specializing in high level Executive Coaching, Corporate Training, Executive Transition Consulting and Strategic Corporate Coaching. John has consulted to both Fortune 500 and smaller companies, and has trained and coached executives from AT&T, New Horizons Computer Learning Centers, Microsoft Corporation, IBM, Maxtor/Seagate, The Prudential, United Airlines, Children’s Hospital, Concentra Health Systems, Merck-Medco, Hewlett/Packard, Citibank of New York, Corporate Express, Stryker Corporation, Qwest, First Data Resources, FEMA, The United States Armed Forces, and many other organizations. John has over 28 years of experience in helping and counseling executives, professional counseling, executive transition (career) counseling and professional training.

John Heckers is published both nationally and internationally as a business columnist, is featured as an employment blogger for ColoradoBiz Magazine Today on-line, on the Jobing.com website (Jobing.com is a national job board and employment advisory website), has served as an employment expert on the Diversity Website Latpro and served as the monthly employment columnist for The Denver Business Journal and the online national bizjournals.com for over 6 years. His articles have been syndicated in business journals across the United States and Canada, and has also had his articles republished in business periodicals in Europe and Asia, translated into five languages. He has had frequent appearances on numerous television news programs and radio talk shows as an employment expert, including Denver’s KCNC, WB2, and KHOW radio, among others.

John Heckers graduated with his Baccalaureate degree in Psychology and Philosophy from the University of Colorado at Boulder in 1977, did graduate studies at the University of Toronto, Trinity College, in 1978 and 1979, and graduated from Denver’s Iliff School of Theology with distinction with his Master of Arts degree in 1989.

He is past president of the Colorado Association of Psychotherapists, served on the boards of directors of the Jefferson Center for Mental Health, the Rocky Mountain Information Management Association, and the International Attention and Behavioral Institute. In 1995, Heckers was appointed by Governor Roy Romer to the Colorado State Mental Health Grievance Board, where he served for three years. He also has served as a Senior Research Fellow for the Magellan Center, a non-partisan and not-for-profit think tank in Colorado devoted to employment issues.

So, there you have it. You may expect a new post on this blog in the next couple of days. If you’d like to know whenever we update, don’t forget to subscribe via the link on the sidebar.

Thanks, and I look forward to having you as a regular reader.

John H. Heckers, MA, CPC, BCPC