Changing Careers Part 2 Lining up Your Ducks

Changing careers is a daunting step for anyone, especially if you have been invested psychologically and financially in your previous career. Career change is often forced upon us by circumstance, rather than as a conscious choice. There are many factors which may lead to the decision. The most common is lose of our present job.


When this happens our first response is to look for a position of similar or greater value. Then we discover that we are going to have to compete in a totally different marketplace than the one we experienced the last time we looked for a job. We find that our technical skills may be out of date. Our years of experience can stand in the way of gaining entry in a company when we are competing with the politics of internal promotions. Our salary history, no matter how desperate we are for a paying job, may price us out of the market.

After weeks, months and in some cases years without success in finding a place in our old career, it is then that we realize that a career change may be the only answer to our situation


I find that clients and friends who find themselves in this position asking me for "job leads." I ask them how they have prepared for this change in career. I tell them that generating leads is useless if you have nothing to offer. You need to get your ducks lined up before you try to sell yourself. You need to develop trust with those you are seeking help from and this requires work. Trust must be earned.

The salesman who leaves his samples, brochures, and order book at home will not get the sale. The lead will be wasted since the sales-person has no specific tools to make an offer or to close the sale. And while the lead/prospect may be sold on the idea, once sold they may buy the product someplace else. That is the prospect is sold on the solution, but not on you.

If you are seeking leads for yourself, then you need to address these questions for yourself and do the research required to answer them. It is your responsibility to communicate your answers to potential employers and to those that you are asking for leads. These questions are:

         1. Who are you? 
         2. What do you have that is unique? 
         3. Who uses that uniqueness and for what purpose? 
         4. Why do you think you are the right person for organization and/or job?

If you can't answer these questions by yourself, then maybe you need professional help. You need to hire a "sales representative" or a "marketing person" to help you generate the leads you are looking for.  There are job placement serves and job boards, alumni offices, professional associations that list jobs openings. Some charge you to help you, some charge the employer for posting the job, and some charges the employer if they find and make a successful placement. If you need more in-depth counseling and/or mentoring, a personal career coach may be the answer

Networking in the field(s) and areas where you have knowledge, experience, contacts, reputation, interests, and competencies is where to start. But don't expect that this will result in a quick sale.

You need to realize that when you are asking for help there is cost involved for the helper. For example, I will only refer individuals to a contact or client if I know who that individual is and what they can do for my contact or client. If I were to send a total stranger who might embarrass me, I might risk losing my creditability with the contact or client. This is something I am not going to do.

Changing your career is like any other sales job. You have to sell yourself as a person first; the organization (your professional/vocational qualifications) you represent second; and, then the product (why you are the solution to the employer's personnel need.) yourself last. That is how you build the trust you will need to succeed whether for a referral or an actual job application.

Can you make it alone?

In this Blog I have emphasized personal responsibility and a certain point of view that might suggest that we, you or I, can make it on our own, that we are the masters of our own destinies. It may seem that I am advocating an ego-centric, Ayn Rand/Rand Paul libertarian philisophy. If you, dear reader, have this opinion, let me make it clear that that is not the point. The current political discussions have made this very clear for me.

The political "debate" over the economy and jobs has degenerated into a form of class and philosophical warfare that is distorting the nature of economic success and the role and reason for government.

Mitt Romney and his surrogates claim that all successful entrepreneurs have achieved their success by their own "hard" labor. He argues that they deserve the fruits of their success by being allowed to keep the wealth they extract from their efforts, ship it overseas, hoard it, or squander it - free of taxation or government. They argue that as long as this done "legally" there should be no moral or ethical question of their motives nor their responsibilities to the common wealth of the community, state, or nation. This is a right because it is Legal.

President Obama and his surrogates claim that if you are a successful entrepreneur, business owner, your success in shared with the many people and institutions that made your business possible and came to your aid when it was critical. He argues that you owe a debt of gratitude to those individuals and institutions that helped make your success possible. That debt should be paid back in a number of ways including paying your fair share of the taxes that have gone into making your successful possible, participating in supporting and furthering the basic principles of  democracy and human rights that are the corner stone of the nation, and paying forward to insure that this is "a nation of the people, for the people and by the people", NOT Plutocrats or Corporations.


The difference I see between the points of view discussed above between the Republican and the Democrat candidates point to very different attidutes and beliefs about what constitutes humanity and person responsibility going into the 21st Century both here in the Unites States and by extension into the post-cold war world order. It is my belief that personal freedom is only possible when you choose between two life strategies based on what one assumes is the nature of being a Homo sapien.

Strategy 1: Accept your animal origins, separate yourself from the herd, and take your chances. This is the survivalist's strategy. It is a deadend strategy since it doesn't matter to you or anyone else what you have achieved in this life. It is based on the false assumption that "He who dies with the most toys wins" philosophy. The reality is that once you die, they aren't your toys anymore.

Strategy 2: Accept your humanity, your frailties and your strengths, engage with the herd and contribute to the herd's success. This is the humanist and spiritual strategy. It recognizes that we are interdependent and that our legacy is in how we contribute to the continuity of the herd. It calls upon us to take responsibility for our actions as they serve both our personal and the herd's needs.

A recent article in Forbers magazine by Jessica Hagy makes the point that in order to be a success we each need at least 6 people in our corner if we are to be a success. These "people" are really roles that one must play in order to be successful. Individually we may find ourselves playing some or all these in our lives. But what is critical here is that no one can effectively play all of them at once.

To put it succinctly, "Lawyer who defends herself, has a fool for a client." We might admire the "player-coach" but rarely does he lead his team to a championship.

Hagy identifies these roles as:

   1. The Instigator
   2. The Cheerleader
   3. The Doubter
   4. The Taskmaster
   5. The Connector
   6.  The Example (Mentor)

I find that in the present discussions Mr. Romney and his surrogates (the people who will make or break his campaign) don't understand that success is a group effort. Who are the Instigators, the Koch Brothers? Who is the Doubter, Carl Rove? Who is their Example? Richard Nixon? Certainly not Ronald Reagan! Who is their Connector, the Tea Party? Who is their Taskmaster, Grover Norquist, the unelected Budget Czar? We know that Fox "News" and Rush Limbaugh are the Cheerleaders.

And because they can't see this, they can't see that the Republican Congress and Party have as much responsibility for the declining fortunes of America and the American Middle Class as their allege culprit, the President of the United States.

Don't make the mistake to think you can do it all alone and take all the credit for your success. The measure of your success is how you staff and handle these 6 critical roles as you build your life, and create your legacy. Its not the toys that you will remembered for, it will be legacy you leave for future generations. That legacy can lead to greatness or it can lead to disaster. Your choice -- who is on your team?

Career Change -- Stage 1 Cashing in on experience

I have the feeling that many of you are in the process of a career change. In today's dynamic economy where whole industries are disappearing or going off shore, technology is replacing the human worker, retraining is becoming more and more expense for employee and employer in terms of both time and money, and most jobs are in the long run temporary, the challenge for older workers, as well the threat that change brings, can be frightening.

I have been asked by individuals faced with these problems, "How can I go about finding a new job? Should I change professions or careers? Should I get another degree or certificate?

What these questions tell me is, the individual is emotionally stressed by the prospect of a major change in their life situation and have not yet accepted the fact that this is the current reality. It also tells me that they have lost confidence in their own worth and have become fatalistic about the future. Such individuals are often in crisis and fail to see that crisis is a time of opportunity for those who are willing to exploit it.

My advice is a two stage approach: Stage 1:  Who are you, and Stage 2: Where do I fit?  We will look at Stage 1 in this essay and Stage 2 in the followup.

STAGE 1: Who are you?
I recommend that you take a serious look at your profile (resume). If necessary bring it up to date and expand it. In the academic world, we have a CV or curriculum vita that serves as our resume and is required when applying for an academic position.

The CV includes all of your accomplishments to date in the three areas important to an academic appointment: research, teaching and service. In the CV you show off the broad range of professional life experiences and interests you have achieved to date. It describes the tools chest that you own and that you can bring to the job. Degrees and certificates are only a part of the tool box - they are the starter hammer, screw driver, wrench, and tape measure. What is of real interest is what you have done with these and the choices you have made, based on your experience, to add to that tool box. You need to rethink your resume in terms of a CV or a tool box.

A carpenter's tool box maybe well organized or not depending on the carpenter. However, as an outsider, the picture one sees is also confusing and can and will be interpreted by others as something belonging to a person who lacks of focus or spends all of his/er time in the hardware store buying tools. I am not being negative here -- I have and still do fall into the same camp.Your CV will look like this if you have had kind of life.

Your goal, which we will address in Stage 2, is to prepare a resume (tool kit) that you can take to the job that meets the needs of the job, not to show off your tool collection. That means selecting the right tools for the job and leaving the rest at home. I have had to surrender some ego and recast myself into the mold that best fits my clients needs and perceptions in order to get a job or assignment. To do this successfully I find the following to be an effective strategy.

STEP 1:
The first task you face is to identify what it is is you want to do with this background. You can do this by answering the following a set of  functional questions.1. What problem(s) do you like to and want to solve? 2. For who do you want to solve them? 3. Who pays for such solutions?

STEP 2:
Once you have answered these for yourself, I would recommend looking at your interests and experience in terms of skill sets and NOT the statuses you have occupied which you usually list in your resume. Define yourself in terms of the skill set that best matched question 1 above, instead of who I worked for. I would look at these in terms of where and how I learned and practiced the skills.

STEP 3:
You must have a preference or two of who and where you'd like to work for or with. That is where you want to apply those skills, question 2. Look at who you have worked for or with and ask yourself what was the best and worst experiences I had in that organization or on that job? How would I maximize joy/pleasure and minimize my dissatisfaction in these cases?

STEP 4:
Finally and most important is question 3 -- who are you going to sell yourself to? This is the business model for your marketing and job/career search. Where are your ethical and moral parameters? Are they realistic in regard to your financial and career goals?

These are the beginning steps, especially for someone such as yourself who is in the process of a career change to making the right career choice. Once you have organized your needs (strengthens and weaknesses) you can then begin stage 2. Looking for a job, assignment, or position that fits your needs and desires.

Transition from Job to Career: Yes or NO

  I recently had a conversation with an individual I will call John Doe. John is facing doubts about his current job and where it is leading. The routine of the job has started to wear on him, and he is wondering if there is anything else. This is all too common at certain stages of your life.

John is a college professor who teaches anthropology (specifically archaeology) and is tenured. While most of the time he enjoys what he does, he is beginning to feel trapped. .

   Here is what I suggested. Maybe there is a message for you as well.

Dear John Doe,

  It seems like you are facing that great moment is life when the question "What if?', or What if only?" It is a matter of "the road less traveled" or "not traveled." This is the moment when we consider whether we want to be defined by who we are or by what we are. That is, by our job title(s) or by our career (accomplishments).

  You say that "Some of my difficulty is situational. I am extremely isolated where I am, at least in terms of my own professional development.." Let me ask, "who or what owns your life -- you or your profession?" You can develop your personal life so that the profession contributes to it, or you can let your profession dictate what kind of life you will have. That is, you can develop your individuality or you can be the status/role that your professions dictates that you will be allowed to achieve. Your description of your situation suggests to me that you are currently thinking like an "organization" man i.e. what the profession tells you to think ,rather than about your own self interest.

  Turn the question around. It is NOT what are the short coming of your profession relative to others -- it is what are the short comings of these other disciplines that "I as an archaeologically trained and experienced professional fill?" Note I said "archaeological training and experienced" this is a skill set NOT a job title, i.e. status nor a role.

  Now you say, "There are lots of lovely people to work with if I want to become a geologist, ecologist, criminologist, etc. but I am the only archaeologist for miles, ditto for people working my particular geographic region (Southern Andes)."

  In the business world, to have a monopoly on a product and a territory can be very profitable. If you are the only archaeologist around then I would ask who in addition to the college consumes archaeological services that could be my customer? If you are the only person in your area who is doing archaeology focused on the Southern Andes  I would ask, "Who in my area needs expertise the southern Andes?" This isolation that you feel, may actually be your greatest strength.

You say,

    " I have never been more in love with work that I do as an intellectual pursuit. I am enchanted with the cultures and places that I study and am enjoying thoroughly exploring these places and melt at the beauty, grandeur and mystery of the ancient heritage I find there. In my meeting and studying the people I encounter there, I am moved by the plight of the poor - both rural and urban -- and would like help  And I would hate to give this all up for just a desk job. Hence, my dilemma."

  What I see here is an excitement and enthusiasm.This person, who is speaking, is the real you.You are identifying your interests and these point to a potential solution to your concern. Here is where you should be looking for a solution to your personal desires. Your question is, How can I apply my archaeological training and experience, teaching experiences, and writing experience to create a new career for myself that address my real interests?

 One way is to disassemble your skill set from your title, your self imposed definition of who you think you are or have become. Then look at what the skills can be used for and, where you can find the joy and pleasure you find in your mastery and experience. Look there and weigh your options.

  For example, Writing popular articles about southern Andean archaeology and travel rather than worrying about the academic straight jacket of peer reviews. A blogging on the subject gives you editorial control, while writing for travel magazines will give you editorial feedback to help you get out of the academic writing mode. Or, become a guide for Elderhostel tours to the area where you have done field work, for example. You are an expert here. Or, write a novel based on your experiences and fantasies.The point is use your skills and knowledge to build a wider audience and broaden your outlook.

   One warning, before you make a move, I would strongly suggest that you review your current retirement and medical benefits. What would  the impact of changing employers or jobs be on your situation; and what flexibility do you have there in terms of the portability of your benefits?. You need to know and be aware of the risks you are taking in any change.

   I take exception to the advice you are getting about tenure and waiting until you retire. Tenure is the trap that you expressed in your initial feelings. If you wait to retire before you explore these other opportunities, it may be too late. Who knows what your health will be then, or even the reasons or conditions that might be forced your retirement. But if the security of tenure is most important to you then that is your decision.

  Finally point, what you are experiencing is normal and the experience of reflection is in itself a worthy one.

Good luck in whatever you decide!"

A Simple Truth about Image

Are you a valuable human resource or a self promoting celebrity?   A recent article in The Chronicle of Higher Education by Allison M. Vaillancourt reminds us that, as the sole proprietor of our own career, we need to focus on how we go about marketing ourselves. Vaillancourt makes 5 sound points that we all should consider.

  1.  First, do no harm. 
  2.  Be focused.
  3.  Share your ideas as much as possible
  4.  Be appropriately visible, but not perpetually available.
  5.  Let others promote you.

How do you promote your business?   Are you a resource or a self promoting celebrity?

HOW TO BE A SUCCESSFUL SOLE PROPRIETOR

Becoming a successful a sole proprietor means that you are both your own boss and your own product. To succeed is hard work

Hard work is having a clear idea of who and what you are. Hard work is networking and more listening than talking. Hard work is active and proactive research. Hard work is learning what an employer or customer is looking for and what they can afford. Hard work is remaining open to opportunities.

Oh, by the way, did I mention hard work.

What makes it hard work?

I have experienced and heard the same comments people allude to about losing out insiders, being advised by others not to apply for a position or respond to the RFP (request for proposal or bid) because the fix was in. But I have learned that at one time whoever that "insider" might be, he/she was once an outsider. And the fix is in because someone else found another way to approach and sell the potential employer or customer. So what is the lesson? Become an insider -- volunteer, network, make physical eye contact - then ask about sending a resume. Otherwise you are one of hundreds of pieces of paper, emails or cold calls that employers or customers receive daily.
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Have you studied the rules?

Learn the "rules" of the market you are looking to enter? For example, some jobs are advertised because the HR policies and maybe the company's funding require a public announcement of the opening. Federally funded projects generally have EEOC mandates. This does not guarantee all applicants will be treated alike. Some RFPs have specific contractual language and conditions that must be met to even qualify for consideration.  Do you know what the rules are? Do you even know what game you are playing?
 
Reputation Counts

Often the difference between you, the outsider, and the insider is simply you are a total stranger and the insider is a known quality. It is cheaper and safer to go with the known entity than the stranger. Employers and customers are generally risk adverse. They do not like surprises. To become known is part of the hard work

Successful Selling comes from Good Marketing.

Sales is always hard work whether physical, mental or social.

If you are in sales, for example, you can make the sales calls either by spending time researching what the market is, how the product is bought and sold, and when it is bought and then identify who the buyer is -- hard work. Then you know where to go to find that potential buyer and make your pitch. OR

You can take the phone book and start on page one and cold call every number and get many rejections -- hard work. But if you keep at it, someone will eventually talk to you and then you begin you pitch. OR

You can write a "one kind fits all" email, circular, or brochure and blast it into the universe of some database(s) you have bought and sit back and wait...and wait....and wait -- hard frustrating work, like waiting for that girl or guy you met last night to call or return your call..

Successful Job Hunting takes a HUNTER.

Whether you are looking for a sale or a job, any of these strategies can produce a job or a sale -- eventually with LUCK. To succeed you must think like the HUNTER that you are. You must recognize that job hunting and product sales are just that -- HUNTING. Think like a hunter and not the prey!!

Both you and your potential employer or customer are hunting for the right mix. Both of you are both the hunter and the prey. In today's buyer's market, the employer and the customer has the hunter's advantage.

Know your environment


While you were not looking, the environment has been changing. In today's world of Facebook,Google, etc, you, as prey, are visible in all of your many  good and bad facets to the potential employer/customer's computer. The chances are that if you ever get past the first paper screening or Google search and before you ever get to an interview invitation or site visit, you have been subjected to computer generated background check, comparison, and evaluation.

But you will never know it anymore than the rabbit knows that the fox decided that that rabbit was not worth the chase. So, selling yourself or your product it still comes down to hard work of learning how you are perceived in and by your environment.. Are you that rabbit?

Take responsibility because only you care whether you succeed

You may not realize it, but right now you are employed. Your are employed by yourself as the sole proprietor of your life and your business. Your job is to sell your product, talent, desire, and knowledge to a customer who is willing to pay your boss --- YOU --- for the value you offer them..

Good luck!!