Networking – mardihumphreys.com

Genuine Connection

One of the most valuable resources for your professional growth is the wisdom and experience of Subject Matter Experts (SME). But approaching them requires respect and authenticity. A cold email with Can I Pick Your Brain? as the subject line makes you look lazy right off the bat. Let’s explore a strategic framework for reaching out that will lead to meaningful interactions and genuine connections.

Propose

Both you and the SME know you are asking them for a favor, so acknowledge that upfront with politeness and in-advance gratitude. For example, instead of using Can I pick your brain? as the subject line, substitute it with May I Learn from Your Experience? or May I Have Your Perspective? Then immediately after the greeting, clearly articulate why you’re reaching out. What specific insights do you want and why do you think this person can give them to you? Are you navigating a challenging project? Do you need to understand industry trends? Are you seeking career guidance? Describe their expertise that prompted you to reach out, then state what you will bring to the interaction. Emphasize the mutual benefits of connecting. For example, you can publish a post about what you learn from your conversation with them on your social media platforms and tag them. By framing the discussion as a two-way street, you position yourself as someone who values collaboration and is committed to adding value to their work.

Pregame

SMEs put content out into the world to test its resonance. Most are open to both feedback and discussion. But if your ask is vague or too open-ended, your SME won’t be able to meaningfully contribute to your development. Prepare a set of targeted questions that align with your goals and challenges. Include a couple in your cold email and request a meeting to obtain the SME’s answers. Set a flexible deadline for your request. For example ask, “Would you have time in the next two weeks to answer those questions and, depending on your answers, maybe one or two follow up questions?” Being upfront about your intentions shows you are mindful of the SME’s time and sets the stage for a focused and productive conversation. Giving the SME time to process your request before you meet is more likely to yield actionable advice.

Prepare

Nothing conveys sincerity more than establishing you’ve done your homework. Get familiar with their background, accomplishments, and any recent contributions they’ve made to their industry. In your cold email, reference specific aspects of their work that resonate with you. Before reaching out, follow them on LinkedIn and react and/or comment on their posts. This showcases your genuine interest in their expertise and signals that you pay attention to their work. SMEs are inundated with meeting requests. Offer to meet in person, to arrange a 20 – 30 minute videoconference, or to send them an email with a list of three to five questions they can answer at their convenience. Consideration of their time increases the likelihood of a positive response. It takes practice and follow up, but mastering the art of seeking advice from SMEs can be a game-changer in your professional journey.

Do you seek advice from strangers you admire? How do you ask them for it? Please share in the comments.

Take the Stage

We talk a lot about mindset because it’s one of the keys to making wise choices. This week, let’s explore “main character energy” mindset. What is it? How can you use it to advance your career?

What It Is

In a play, novel, or movie, the main character is the focal point of the story. Their actions drive the plot forward. Main character energy (MCE) is seeing yourself as the central character in your life’s story. It encourages you to step into your own narrative and acknowledge that your choices and behaviors are instrumental in shaping your future. Here are some key characteristics of MCE.

Self-Aware: Main characters understand their strengths, weaknesses, and values. They use their past experiences as stepping stones for growth.
Proactive: Main characters create opportunities and take calculated risks. They realize setbacks are a part of life and bouncing back is necessary.
Change: Main characters evolve throughout their stories, adapting to new situations and growing from their experiences. They are open to change and embrace it as a chance for continuous improvement.
Purpose-Driven: Main characters have a goal, a mission, or a vision that guides their actions and decisions.
Confident: Main characters believe in themselves and their abilities, even when faced with doubt or criticism.
Accountable: Main characters don’t blame external factors. Instead, they take responsibility for both their behavior and their choices. They own their mistakes, learn from them, and use them to move forward.

How to Use It

Self-Awareness: Reflect on your strengths, weaknesses, and values. Understand what motivates you, what you’re good at, and what you’re passionate about in your career.
Initiative: Don’t wait for opportunities to come to you; create them. Seek out high-visibility projects. Build your skills with trainings that align with your goals.
Purpose: Ask yourself what you want to achieve and why it matters to you. Clarify your purpose and set clear career objectives.
Vision: Just like a main character embarks on a quest, visualize your career journey. Where do you want to be? How can you get there from where you are? Break the path down into achievable milestones.
Challenges: Use the difficulty. Instead of avoiding challenges, embrace them as opportunities to showcase your resilience and problem-solving abilities. Main characters mature throughout the story. Have a positive attitude when adapting to new situations and hold yourself accountable for your decisions and performance..
Self-esteem: When you doubt yourself, pull up your Atta Baby! file and remember your achievements. If you’re struggling, find a career coach.
Network: Main characters often rely on allies and mentors. Connect with people who can support your career journey, provide guidance, and open doors.
Celebrate: Acknowledge and celebrate your career achievements, no matter how small. Main characters draw on these recognitions to keep going.

Your career is a major plot line in your worklife story. Write it according to your vision and goals. Embrace your role as the main character and make your story matter.

How do you portray yourself to yourself in your worklife story? Please share in the comments.

Let’s Confer

Your inbox is overflowing with tempting invitations to register for conferences. Your training budget is tight to non-existent, so why should you spend money to attend a conference? Maybe you shouldn’t. What benefits would you receive? What criteria should you use to evaluate whether or not to attend a conference?

Benefits

Knowledge Sharing: The world of work is constantly evolving, and it’s crucial to keep up with the latest trends and tools in your industry. Conferences are a hub of knowledge. They offer opportunities to learn from experts through keynotes, participate in hands-on workshops with your peers, and gain insights into cutting-edge technologies from vendor demonstrations. Conferences provide a platform for you to both expand and share your knowledge.

Networking: Every industry thrives on connections and collaborations. Conferences intentionally bring together professionals, thought leaders, and peers to give you time and space to interact. Meeting like-minded individuals can lead to valuable partnerships, job opportunities, and mentoring relationships. Engaging with professionals who share your interests can provide fresh perspectives and inspire new ideas.

Advancement: Investing in a conference should be a strategic career move. Many employers view participation in conferences as a sign of commitment to professional development and growth. They can be an opportunity to present your work, which can enhance your reputation within your industry. Exposure to a wide range of concepts and specialists can open doors to new career paths and opportunities.

Inspiration: Hearing success stories, attending keynote presentations, and participating in brainstorming sessions can rekindle your passion for your work and remind you of the bigger picture. Conferences can help you stay motivated and engaged.

Criteria

Relevance: Before committing to a conference, ask yourself how it aligns with your goals. Is the event focused on a relevant topic you want to learn more about? Does the conference’s content match your professional development objectives?

Quality: Check out the schedule of speakers and breakout sessions. Are subject matter experts presenting? Look for sessions that promise valuable insights, practical knowledge, and interaction. A well-curated lineup can make a significant difference in your conference experience.

Location: Map the conference’s location. Is it in a city with convenient transportation options? Can you easily attend without disrupting your work and personal life? Sometimes, local conferences can be just as valuable as international ones.

Cost: Evaluate the cost of attendance, including registration fees, travel, accommodation, and meals. Compare this cost to the potential value you expect to gain from the conference. Remember that the benefits, such as networking opportunities, knowledge acquisition, and career advancement, can often outweigh the financial investment.

Reviews: Are survey results or testimonials from past attendees available from a source other than the promoter of the conference? Research the conference’s social media platforms for comments on past events. This feedback can provide valuable insights into quality and whether this conference aligns with your expectations.

Support: Discuss the conference opportunity with your employer. Some companies have budgets for upskilling. Ask your manager if attending this conference qualifies for continuing education dollars. Highlight the potential benefits to your company, such as the knowledge you’ll bring back to share and new partnership opportunities for the organization.

Investing your money in attending conferences is a strategic move that can propel your career forward. Attending the right conferences can be a transformative experience that equips you with tools, connections, and insights to thrive in the constantly evolving workforce.

What conferences did you attend this year? Were they a good investment? Please share your favorites in the comments.

Busy ≠ Productive

I love my to-do lists. Mostly, I love crossing things off them. I even have a to-done list. Yes, I realize I need therapy. Since admitting that I have a problem is the first step to recovery, what exactly is the problem I’m trying to solve? To-do lists are a symptom. The desire to feel productive is my problem. In his book, The Power of Habit, Charles Duhigg says, “Productivity isn’t about getting things done. It’s about getting the right things done.” How do you know that you are productive and not just busy?

Prioritize

Are you constantly putting out fires? Then you are prioritizing the urgent over the important. So, consider setting boundaries around your priorities.

How do you know what your priorities are? Read your organization’s vision and/or mission statement. Your goals should align with your company’s vision and your objectives should help your company accomplish its mission.
You will have multiple objectives. Figure out what to do first by using the Eisenhower Matrix. Identify the most important thing to accomplish and calendar time for it.
Then, allocate specific time blocks for different types of tasks. For example, designate focused work sessions for high-priority projects and separate periods for emails and administrative work.
You don’t have to do everything yourself. Concentrate on completing the tasks that require your expertise and delegate the tasks that don’t to capable team members.
Your priorities are constantly in flux. As circumstances change, iterate your task list to reflect the new objectives.

Minimize

Do pings, rings, and dings dictate your schedule? Then you are furthering everyone else’s goals instead of your own. So, eliminate distractions and interruptions as much as possible.

Maintain a daily routine. It trains your brain to be most productive during specific times of the day.
Intentionally arrange your workspace for maximum concentration. Get away from household, office, or personal distractions. Organize your workspace for comfort and ergonomics. Is your desk close to electrical outlets? Are pens, chargers, reports, close by? Are non-essential notifications disabled on all your devices? Do you need to block distracting websites? Would using a time-management app help? Try one of these.
Take regular breaks. Stand up and stretch. Move around for five minutes every hour. Walk away from your desk, find a quiet comfortable corner and box breathe for one minute. You will reduce stress, clear your head, and boost your mental acuity.

Strategize

Are you in a lot of meetings, but not adding any partnerships to your network? Then you are just having coffee with friends. Building and nurturing meaningful connections can provide insights, open doors, and create opportunities for collaboration. So, network strategically.

What are your networking objectives? Are you seeking industry experts, mentors, or potential clients? Make choices that align with your goals, values, and priorities.
Attend the conferences, happy hours, and events that will help you connect with like-minded professionals and gain knowledge from industry leaders.
Remember to follow up with your new contacts after these events to maintain the connections. LinkedIn was built for this.
Are there professional organizations you can join to connect with influencers in your field?
Can you volunteer for projects that will help you establish a strong presence in your industry?

What measures do you take to enhance your productivity? Please share in the comments.

Too Young to be Done

Given that the Great Resignation is slowing down a bit and we are squarely in the Great Reshuffle, the Great Reckoning, and the Great Renegotiation, now may be a good time for those who participated in the Great Retirement to re-enter the workforce. The longer employees hold out for working conditions that better accommodate their lives, the sooner employers will have to consider both retaining and hiring non-traditional employees.

Good News and Bad News

The good news is, we’re living longer. The bad news is, we’re living longer. Current life expectancy in the United States is 78.99 years, but a 40-year-old employee is considered old according to the Age Discrimination in Employment Act (ADEA). Even the federal government recognizes that the older we get, the fewer opportunities we have. Ageism is real, a waste of talent, and hard to prove. For example, you’ve probably heard myths about older workers such as: they lack energy, they are technologically incapable, and they aren’t willing to learn new ways of doing things. But don’t you know 28 year olds that fit that description too? Take a look around your company. Who is getting hired? Who is getting offered early retirement packages? Is anyone talking about how mature employees are typically:

more loyal
not interested in climbing much higher on the corporate ladder
good decision makers
effective communicators and managers
time flexible because their kids are grown and flown
less concerned about feeding their egos
energized by working with diverse teams

You haven’t heard those talking points? I suspected as much. But wise companies will figure out how to retain older workers. It costs more to hire employees than to hold on to them. Gone are the days when an organization could replace a long-term individual contributor with an unpaid intern.

Go For It

Everyone in the workforce over 40 years old has faced a job hunt, so don’t let pride sabotage your search. If you decide to come out of retirement, but don’t know where to start, reach out to former colleagues for coffee and catchup. When the opportunity presents itself, be ready to briefly tell your story and be clear about what you’re looking for. Not sure what you want to do?

Get involved with an organization like Silver is Gold
Consider part-time, seasonal, and short-term contract positions
Contact a nonprofit and volunteer. Do they need board members? Do they have working committees?
If you want to go back to work in a different industry than you left, can you job shadow someone in your area of interest?
Do you know any start ups that need help?
Does anyone in your network know any entrepreneurs who will trade experience for work?

The way work gets done is rapidly evolving. If there is work you’ve always wanted to do, there is no better time to go for it than right now.

Have you joined the Great Reshuffle? Please share your experience in the comments.

Distracted December

The only thing I love more than making to-do lists is crossing items off them. But I feel something inside tugging on me to stop and pay attention to the holidays before they all pass by. If you feel the same, then here are some suggestions for reconciling work productivity and holiday celebrations.

Plan

What are the top three things you absolutely need to accomplish by January 1, 2022? Schedule them on your calendar and block that time. When you’re doing one of these tasks, concentrate on it until either it’s done, or you’ve gotten as far as you can in one sitting. Do not allow interruptions and distractions. Do not check your mobile or multi-task. Multi-tasking is like treading water. You work hard but don’t get very far. In this plan remember to schedule time for:

Checking with the people from whom you need information. Ask them when they are taking time off. This will prevent you from either interrupting their holidays or putting important projects on hold
Margin. If you think a task will take thirty minutes, schedule at least forty-five to complete it. If you’re done in forty minutes, take two of them and stare off into the distance to give your eyes a break before tackling the next project
Yourself. It’s the secret sauce of productivity. Even if it’s to spend the day in your PJs sipping coffee and reading a novel, take time to rest, recharge, and reboot
Buying gifts
Celebrating. Ask your co-workers what holidays they’re observing and invite them to share their traditions at the all-team party. BTW, leave your phone in another room so you aren’t tempted to check it
Attending a holiday networking event. The holiday season is a good opportunity to both make new acquaintances and deepen relationships with business associates you recently met
Adjusting the plan. In mid-December look at the bottom of your priority list and see what you can put off until after January 1st

Break

Take care of yourself. Get up from your desk and stretch after an hour’s work. Drink a glass of water instead of a caffeinated drink. Get enough sleep. Reward yourself with a break to do whatever you want to for fifteen minutes (power nap, check Facebook, watch a cute cat video) after finishing a task.

Analyze

At the beginning of January, analyze your data. Answering these questions will help you improve the end of 2022:

Did you accomplish everything you wanted to? If not, what stopped you?
What did you do well?
What could you improve?
What do you wish you’d done differently? How will you make that adjustment next time?

You’re juggling parties, shopping, traveling, children’s events, etc., and you’d rather be watching Elf than working on the end-of-the-year report. Set your boundaries, communicate them, and enforce them. The earlier in the process you do this, the more understanding your team and manager will be.

Do you have a plan for finishing 2021 strong? Please share in the comments.

Your Network Is Your Net Worth

You have a job you love and you wouldn’t even dream of leaving it. But what if it leaves you? COVID-19 protocols spotlighted not only how fragile businesses are, but also the importance of maintaining a professional network even when you aren’t actively seeking employment. Change comes whether you’re expecting it or not. Best practice is to build your network when you don’t need it.

Use LinkedIn Robustly

95% of recruiters use LinkedIn to find candidates. To attract people you want to connect with, audit your profile. Search for your job title, identify profiles you like, then use them as inspiration to update yours. Pay attention to their headlines and use the same keywords they do so that colleagues can find you. Do you need to upload a new headshot? When you show up to a meeting looking 10 years older than your profile picture, that does not help you make a good impression. Remember that LinkedIn is a conversation. Don’t just spruce up your profile and wait. Connect with people at companies you want to partner with, follow their companies’ pages, and promote them on your timeline.

Personally Connect

The best way to get a job at a company you want to work for is to have a personal connection there. Recruiting employees is expensive for companies. When hiring, managers both approach people they know and get recommendations from their peers because it mitigates their risk of a bad hire. As we continue to recover from the pandemic, now is a great time to reach out to your weak ties (acquaintances, people you worked with briefly or a long time ago and lost touch with, met through a friend, etc). Ask them how they are doing and offer to catch up. You may be surprised at how many people you know that fall into this category. It’s simple and doesn’t have to take a lot of your T.E.A.M. Make time to connect over in-person or virtual coffee. Add value to your warm connections when you can. A positive comment on a decision maker’s Facebook page, a like on their company’s Instagram post, sharing their LinkedIn article; these are easy ways you can pay it forward and stay top of mind.

Give and Take

New possibilities can take you by surprise. They come along when you’re doing your job well and your network notices. Be open to unexpected opportunities and explore them. A broad and diverse network not only propels your own career growth, but it also allows you to intelligently recommend other people. You feel good when you are able to supply people with opportunities. It’s likely at least one of your associates is looking for employment. You can tap your network to help them. Connecting good people to good jobs benefits everyone involved in the interaction. The employer gets a good hire, the seeker gets a good job, and you get to be the hero who introduced them.

Is networking scary for you, not just at Halloween, but all the time? How do you nurture your professional network? Please share in the comments.

Tempting Talent

Last week we discussed how to retain your current employees during the Talent Tsunami. But despite your best efforts, it’s likely that some of them will still jump ship (cue Debbie Downer). From a financial perspective, hiring a new employee is an expensive process. You not only have to calculate salary, but also the cost of recruiting, training, and benefits. If you are a company of 0-500 people, this price could average $7645. How can you ensure you’re attracting trustworthy talent?

Congruity Through Change

It’s tempting to just increase the top of the salary range or offer a sign-on bonus and publish the “We’re Hiring!” post. But throwing money at the problem is not a long-term solution. The pandemic proved the workplace can function very differently than it’s been allowed to since the industrial age. This excited employees, but management not so much. COVID-19 fast-tracked the inevitable evolution of the way knowledge work gets done. Protocol that made factories run efficiently (e.g., all employees work five consecutive eight-hour days) are no longer in employees nor companies best interests here at the end of the digital revolution. If you make this an arbitrary rule, you risk losing out on valuable talent. Conversely, if you explore innovative alternatives for running your business, then you keep your company’s vision intact by taking advantage of modern methods to manifest it. For example: How many processes can you automate? Can you employ subcontractors? Can you upskill high-value individual contributors? Concepts like remote working and unlimited PTO that your company deemed impractical before COVID-19 are now your competitors’ widely advertised company perks. Ponder how implementing such changes may impact your business. A company that helps its workforce navigate work-life integration attracts employees who want to make that company thrive. Be a company that allows employees autonomy to get their projects done, advance in their career and life, and affiliate with both their coworkers and company. Prioritize being a great place to work; a place where employees are valued as human beings and not treated like cogs in a machine. When you do, that becomes part of your brand. In short order, you have an inspiring story to tell everyone and you will attract a workforce excited to invest in the company’s success.

Not Your First Rodeo

You’ve been short-handed before, so now is not the time to panic. Employment is a long-term prospect. You need to discern whether a new hire will be a loyal member of your team or if they are just riding a Talent Tsunami wave. Be as selective in choosing whom to add to your staff now as you were pre-pandemic. When hiring, consider:

Why are they changing jobs?
Did COVID-19 cause them to be laid off or furloughed?
What did they learn during the pandemic that will help them succeed in this role?
Are they looking for more purpose in their work?
What specifically drew them to your company?
Did someone you trust from your network connect you to this talent prospect?
Do they seem excited to meet with you?
Did they tailor their resume to the open position?
Did they ask you good questions about both the company and the job?

This power shift to job seekers won’t last forever. You’ll likely have the same pre-pandemic issues (e.g., finding employees with specific skills) you always had, but if you refresh your policies to create more win-win working conditions, you’ll attract quality talent.

What makes your organization attractive to talent? Please share in the comments.

Making Waves

The pandemic made us take a hard look at our priorities. What is now most important to you? In terms of your job, if you were able to pivot (e.g., a restaurant moving from fine-dining in person to at home delivery) or to transition to WFH (e.g., software developing), you’re grateful to have found a way to continue making a living. But now that we’ve moved into COVID-19’s phase of vaccines and variants, do you want to keep this up?

What Do You Want?

It’s time to decide what aspects of the working-under-quarantine conditions you want to maintain. Has the way you had to work made you want a different job, maybe even a different career path? If so, you have loads of company. The U.S. Bureau of Labor Statistics reports 3.6 million Americans quit their jobs in May 2021. But before you start searching for a new situation, get clear on why you want to leave your current one. If you’re running away from this job instead of running to another one, your discontent is likely to follow you. Ask yourself:

Am I burned out?
Did the pandemic reveal a side of my company’s culture that I can’t support?
Were my manager’s expectations unreasonable?
Did I discover a remote position would be best for work-life integration?

During the work day, when you feel frustrated or stressed, write down what you’re working on or what’s happening. Is it a project, person, and/or PTO? The answers will help you define your non-starters when considering your next role.

Defining what you don’t want narrows your choices down to what you do want. Compensation (salary, PTO, insurance, retirement benefits), location, culture, and leadership development are all obvious details you need to consider. But also ask yourself:

What does your perfect job look like?
Where are you doing it?
When are you doing it?
Who are you doing it with?
Why are you doing it?
How are you doing it?

What values do the answers to these questions reveal (e.g., freedom, culture, growth)? Rank them in order of importance. For one work week, notice what you are doing when you lose track of time as well as what you are doing when time seems to drag. Write these down and analyze them. While looking for a new position, search for one that allows you to do more of the work you enjoy.

How Do You Get It?

Once you figure out what you want, make a list of companies whose mission, vision, and values match yours. LinkedIn, Glassdoor, and Business Journals regularly identify great companies to work for. Target people in these companies you can reach out to for informational interviews. Notify your network that you are looking for a new role. Ask them not only for introductions to hiring managers you want to meet, but also ask how you can help connect them to the decision makers they want to meet. It’s tempting to apply for every job that looks like fun, thinking that eventually one will take, but that’s actually a time waster. It’s more effective to invest your time building relationships with your network. Insiders know a position is available before it gets publicly posted. A good rule of thumb is to network with five people for every one job application you submit.

Are you thinking about a new position? What are you looking for in a company? Please share in the comments.

Reservation Highly Recommended

Dad and Me Father’s Day 2021 Photo by MSH

During one of my networking groups last week, we discussed what we learned from the men in our lives in honor of Father’s Day. My dad unintentionally taught me the power of follow-up. In a conversation he habitually listens more than he talks, asks engaging questions, and, even if it’s weeks later, texts or calls for an update. You’d assume the follow-up would be the most powerful part of the process, but no. It’s the listening. If you’re just listening to reply, you’ll jump into the conversation at your first opportunity. But if you restrain yourself and listen to understand, (e.g., repeat what the speaker said back to them, ask investigative questions) you build trust. Acting with restraint is useful in many work situations.

Social Intelligence

Robert Greene advises “Never outshine the master.” You may be smarter than your manager when it comes to the assigned task, but if you push back too hard, you reveal that you lack social intelligence. For example, once upon a time I was in a brainstorming meeting with a group of five people: an executive, his assistant, and two of my teammates. The exec kept falling down rabbit holes and I kept pulling us back with the same phrase, “So, the goal is zero waste…” The third time I said it, the exec seemed embarrassed. By the fifth time I said it, both the exec and his assistant were annoyed and my teammates were uncomfortable. In demonstrating I knew what the goal was, I exposed that his ideas would not achieve it. Remember the cliche, don’t bite the hand that feeds you? When applied to work, don’t break the finger of the hand that signs your paycheck.

Emotional Intelligence

Let’s say our team missed a deadline because you spent more time on social media than working on our project. If I pointed this out, how would you react? Would you get defensive and lash out? Or would you take a few deep breaths and ask for a safe place outside your workspace to store your phone while you’re working on our project? The latter choice shows restraint. Reacting out of ego won’t serve you in the long run. Humility is strength, not weakness. You fell into temptation. Get up, make the necessary adjustment, and keep going.

Business Intelligence

Creative freedom is an oxymoron. Freedom leaves choices wide open. You’re more creative when given parameters like a direction, deadline, or dilemma to solve. In other words, a restraint. For example, I’m constantly looking for ways to promote brand awareness that won’t break my budget. The views on the company’s social media pages go way up when I post photos or videos of our dog. Thus, “Tails From the Home Office,” a photo/video series starring my adorable-but-less-than-helpful “assistant” was born. Restraint is also crucial when searching for B2B clients. No one wants to miss a lead, but lack of focus denies you a priority. BTW, Priority implies one. If you have multiple priorities, then you don’t have any. Define yours and filter decisions through it. If your sweet spot is fast-growing manufacturers with 50 or fewer employees, build relationships with them. Don’t let FOMO cause you to miss those you serve best.

How has showing restraint helped you get ahead at work? Please share in the comments.