Is it expected that you become an expert in managing your career and be the perfect professional? Not really, but you need to avoid as many of these mistakes as possible to reduce self imposed career “ceilings” or unexpected lays offs/terminations. It is possible to eliminate a self imposed career plateau, but not lay-offs.

The premise of this column follows basic principles of marketing. While I do not claim to be a marketing expert, I do have years of experience in sales. I’ve had to develop my own marketing strategies when selling a tangible product or my services without formal marketing support. I’m a pro at using “shoestring budgets” and generally only my own resources. I’m used to selling myself; then my product. So let’s start looking at these errors or failures.

Failure to update your product

For those readers who have read The Street Smart Approach to Job Search you realize that the product is you. How do you update this product? This should involve minor fine tuning. However, if it’s been over five years, a major overhaul may be necessary. The updating could involve several areas.

• Resume
  
• Education or credentials
  
• Knowledge of the hiring market
  
• Comfort level in talking about yourself
  
• Your professional network
  
• Possibly your personal appearance

As you can tell with this list, how people see or hear you are primary factors. This is true whether the product is a person, car, laptop or idea. Ease for the buyer to tell what the product is and can do influences buying (hiring) choices. Simply review your own decision making process when purchasing big ticket items. To employers you are a big ticket item. Your salary is just the tip of the iceberg in the total cost of hiring. You have to be what the market wants and features must be easy to detect.

Failure to estimate your marketability potential accurately

You need to learn how to perceive job market trends. Compare them with your “product”. As stated in the Street Smart book, what does the market want and do I have it? If I don’t have it how quickly (or cheaply) can I get it? This often refers to credentials (certifications, finishing a degree), some experience in specific desired technology or some project management experience.

What types of people or skills are in demand? While reading want ads, job postings or surfing the net will provide you with good information, talking to people who work in your targeted companies or industries will provide you with the best information. They are the most accurate resource as to what the hiring managers really want in the new hire.


Not understanding regional differences

If relocation is an option, do your homework thoroughly. This is especially true in three types of situations; unexpected job loss, an opportunity for a promotion within your own employer or getting an unexpected call from a recruiter. The key word here is unexpected. Prepare ahead of time for “just in case”. If there are other people involved in this decision make sure that they’re in agreement. This is not the time to come up with any surprises.

Make a list of places that you would move to and definitely would not move to. Fully research those areas that you would move to. Just vacationing in Denver one time is not research. Learn about cost of living, geographical/climate conditions, business factors and generally quality of life based on your criteria. The internet, friends/family are good resources along with certain publications (The Business Journals or Crain’s) which have multiple locations and are accessible electronically. Don’t forget to use the other city links on this site and their embedded links for research.

Other regional differences can include; educational systems, traffic flow, climate, overall employment issues (key for spouses) or cultural (especially urban/rural). Research all of these considerations to avoid a traumatic or expensive mistake. Don’t start the process and then have to “pull out”. You could be burning some bridges.

Failure to establish and stick to long-range goals

Knowing what you want to do and how to get there are necessary. You cannot have one without the other. Career satisfaction is not the result of random acts of decisions. As one of my former clients so plainly stated, “We want people who are directing their careers; not having their careers directed for them” (Mirro Corp., a Newell Company).

All professionals must have long-range goals, time lines (yes, there is flexibility here) and incremental steps or goals. As one of my former colleagues once stated, “I envy you because you have Plan B”. This is necessary since no one has full control of their employment unless you are self-employed.

What is your ultimate goal, how are you going to get there and what’s an alternative if Plan A is no longer an option? Personal or family changes can be a factor in your goals. They cannot always be etched in stone. You will also need to establish two types of budgets in your goals; time and money. Make sure that you have both in the “bank” account to obtain your goals.

Low tolerance for risk taking

We all have our tolerance levels and some are extremely high. Unfortunately in these economic times (and I think from now on) risk aversion can be dangerous. Practice taking risks increases your tolerance when you have developed a strong mentor or professional network. I would recommend reading The Think & Grow Rich Action Pack by Napoleon Hill (the Penguin Group). Although the book was written in the late 1920s the premise is still applicable. Mr. Hill spends time describing the traits of passion and desire and the importance of developing a “Master Mind Group” for support. You support them and they are there to support you.

I also spent time on this subject in The Street Smart Approach to Job Search. The chapter “When Job Search is Your Full Time Job” contains similar information with more current resources.

This is the time to try new or fresh ideas. Develop your 30-60 second commercial to use at trade shows, conferences or other applicable situations. Not only are you refining your abilities, but you also get new ideas listening to other’s approaches.

Financial risk taking must be a calculated endeavor. Refer to December’s issue of Technical Support, “Preparing for 2005” in Career Corner and “Self Defense for Lay-offs” in the Street Smart book. Having been in straight commission positions and self-employed for 17 of the last 20 years I have become the “queen” of calculated financial risk taking. To be honest with you sometimes you may just have to consider “a leap of faith”.

Not understanding the difference between goals and strategies

Remember, the goal is what you desire; the strategy is how you’re going to get there. You cannot achieve your goals without effective strategies and you cannot establish strategies with out a realistic goal.

Example:
Ultimate long-term goal:

• To obtain a happy, self-actualized life.

Intermediate goals:

• To obtain degree
  
• To secure employment in my desired field/industry
  
• To establish and regularly contribute to an interest bearing account for the purchase of a cabin in Utah
  
• To gain the experience and skills to become a project leader, then manager
  
• To develop career progress via job selections over the next 15 years

Strategies:

• To attend “ABC College” (on-line or classroom)
  
• To follow all necessary guidelines in successful job search
  
• Open an account with “ABC Investments” (marrying money could be Plan B) and contribute 10% of my monthly income
  
• Etc, etc, etc.

The strategies are too numerous to include, plus very dependent on the individual. One important aspect is to make sure that you include personal goals and strategies for a well balanced life.

Failure to recognize/admit defeat and change strategies

Admitting or recognizing errors or defeat does not mean giving up! It indicates that you need to adjust intermediate goal(s) or strategies. Many professionals including me need to regroup after failures. If you’re not experiencing some failure then you’re not taking enough risk. Try to avoid a major blow out and exercise common sense. Remember, the Plan B scenario; well sometimes a Plan C is necessary. Use your “Mastermind” (Hill) or professional support group during these times. Their assessment will be more objective than yours. Also, when you’re helping them out you will learn from their mistakes and avoid certain pitfalls. Most successful people in the world share the common trait of persistence.

Lack of full integration of resources for career progression

When you reach this stage your main resources are people. You need to maintain your core contacts, reconnect with you’re older ones and continually add to your list. This doesn’t mean 1,000 “closest friends”. I’ve always maintained about 25 is a manageable number. Realistically 100 would be tops. After that you don’t know them well enough to assist them or for them to assist you.

Reading local, industry or regional publications keep you informed and provides reasons to re-establish connection with your “circle”. Learn how to be persistent while avoiding being a pest. New or pertinent information is the perfect reason to contact or reconnect with someone. It’s also applicable to use in establishing a new contact.

Continue to visit new Web sites or revisit known sites. Occasionally major changes occur and you need to be aware of those updates especially if you’re passing the information along.

Failure to be objective about your competition

You can often find this out during the interview process or after you’ve been rejected for a position (internal or external). Admittedly it’s easier to obtain this feedback with internal postings, occasionally with external if you have direct access to the hiring manager. The most difficult situation for finding out your competitions advantages are when you receive rejection early in the process or the famous “Dear John” letter upon submission. Of course there’s also the likelihood of hearing nothing with any of these situations.

How you ask for feedback is critical in receiving useful feedback. Don’t ask “Where did I go wrong?” with a tear in your eye! Ask the question objectively in order to receive an accurate, objective response.

“I appreciated the opportunity to pursue this opportunity with your organization/department. I admit that I’m disappointed; however, I have a request. Could you tell me where I can improve or make changes when I interview. If I’m making mistakes I would appreciate some advice in order to improve myself. Could you briefly help me with this?”

Find out what you’re strengths are to overcome your competition. Again, I find that strong interpersonal competencies are valued in the job market. These include; dependability, communication, leadership, creativity and the ability to exhibit a track record in these areas.

Not contributing to the success of others

This may seem unusual to you. But go back to “The Other Side of Networking” in the Street Smart book. Reciprocity goes a long way, if done correctly and for the right reasons will reap rewards. Is it guaranteed; no, do you run the risk of being taken advantage of; yes.

Remember the old adage “What goes around, comes around”. Most people are genuinely appreciative of assistance and will return the favor. Do not approach people to call in your chips. However, a congratulations note or email could trigger assistance. Many professionals find mentoring is rewarding in itself and the peripheral rewards often follow. You’ll be developing an excellent reputation and increase your chances of being approached on situations to your advantage.

Step back and take a look at how you’re doing in these categories. Better yet, have a trusted individual evaluate you. Don’t go meandering through your life (personal and/or professional). Chances are you will not get a second shot; focus on balance. There are very few workaholics and they don’t last long. Make sure that you are as fulfilled personally as you are professionally. Having a plan, strategies, back ups and people to assist you will make the journey more pleasurable.