What do you talk to clients about at lunch?

Recently we received this email from a needy Khakian:

“…I am training for a new consulting gig and we all have to stand up and do an intro and brief bio. I did fine, got a laugh, I speak great to a crowd. But then came the small talk with the big shots. And all they want to talk about is work, and what they’ve sold, and upcoming projects, and where they’re staffing… etc.  Fine, its work. I get it. Its cool. But its also 9pm and we’ve all been pulling 12 hour or more days all week… oh and all our project work is due in the morning. Awesome. The problem is, I just can’t do it! I just kind of sit there and I politely respond, then I’m quiet. I’m at a loss for words, I just can’t pull out the small talk chit chat I need. I almost feel like I’m just this awkward guy no one knows how to really carry a conversation with. What really bothers me is that I know I’m going to have to do this with clients soon.  Any advice?”

 

Occasionally I am fortunate enough to have the opportunity to take a client out to lunch.  Luckily talking to people I just met comes pretty natural for me, but for some people simple conversation isn’t so simple.

So in the spirit of helping my conversationally handicapped friends in Khakis here’s a quick list of topics I covered with the client today at lunch.

1. Local favorite restaurants and eateries.
2. Our families.
3. Recent travel and vacation.
4. Project status.
5. I mentioned a few observations and opportunities for improvements unrelated to the specific work I was performing.  (I am a consultant after all.)
6. Our hometowns.
7. To do’s and milestones for the remainder of the week.
8. College stories. (Keeping it PG, of course)
9. Weekend plans.
10. Parks and activities in the area.

Only about 1/3 of the total conversation was about work.  When you are building a relationship with the client I think that’s a good ratio. Hope that helps.

If you have no skills to sell, quit bitching about being unemployed.

I hear many people in my neck of the woods complain incessantly about jobs. There are simply no jobs and no work. Next follows the blame game. It’s the democrat’s fault (or republican’s depending where you live) the economic recovery is slow, it’s the Mexican’s fault for stealing jobs; it’s the greedy corporation’s fault for off shoring and outsourcing.

Blah, blah, blah… whatever you complainey pants babies. I lost my job a while back and it took me a good 2 months to get back to work. But while I was unemployed, I STILL WORKED! I mowed grass, cut tree limbs and raked leaves. I built web pages and did some freelance graphic design. I even picked up a sizable contract for some GIS work (the field I worked in prior to being fired).

My point being, I took odd jobs I normally would not do, I took on the role of an entrepreneur a bit more, and I worked on building up my skill sets and learning a few new tricks along the way.

Cold Hard Truth

The real reason most complainey pants babies can’t find work is probably because they don’t know how to do much and they’re not very interested in changing that. Even in a slow economy, the skilled work force is finding work. In fact, the only groups of skilled laborers I’ll give a pass to in this situation are the carpenters, electricians and plumbers who are facing an outright depression in their given fields. However, even they get only limited sympathy from me.

I remember the days of working for a local government and seeing all the fat cats hanging around community development who were raking in bags of money from the housing boom. How much did these guys squirrel away for a rainy day?  They should have had their houses and cars practically paid off and sitting on enough cash to allow them the time to learn to do something new and find a new path to forge in life. Instead, they overextended themselves and lived beyond their means more times than not- the true, American way.

We have lost much of what made us great in America to begin with. We have become a nation soft baby’s bottoms who are more interested in complaining and waiting for The Man to fix everything for us than actually learning to do something of value and helping ourselves.

At the same time we are experiencing high levels of unemployment, we continue to experience an abysmally low high school graduation rate. In this country more than 35% of students drop out of high school and the sad fact of the matter is, you don’t have to do much to graduate from high school in many of our public school systems. I graduated alongside some peers who could barely read or do basic algebra.

In the face of this statistic, many of us will PLAY THE BLAME GAME! “George Bush ruined public education with the No Child Left Behind act” or “teachers and school systems are underfunded”. BULL SHIT! How many hours a week do you spend with your child reviewing schoolwork and helping them comprehend? How much do you push your child to go beyond the curriculum? Over summer and winter break, do you assign your children reading assignments? Do you read with them? Do you at least get them extra tutoring?

I have a teacher friend who endlessly complains about the school system she works in and how dumb all the kids are. I put the questions above to her and her response was, “That’s easier said than done, there isn’t enough time for all that.” THERE ISN’T ENOUGH TIME! If you have time for nail salons, tanning beds, multiple hour-long work out sessions a week, cheesy prime time television and a few hours a day to sit in front of the pool, you have time to go above and beyond for your children and their education. Quit bitching.

The problems we face are social. Change begins at home and in the community. You are in charge of your child’s and your own education. Do you want financial and economic success for you and your offspring? Then watch a little less Bravo and HBO and spend a little more time reading, learning to do something of value and challenging yourselves. Replace endless hours spent watching sports, ESPN and reality TV with a useful hobby like programming, finish carpentry and wood working, sewing, or maybe even finding cool ways to use Arduino boards- meaning, take up hobbies that result in SOMETHING YOU CAN SELL.

And please, spare me all the complaining about Mexicans and immigrants taking our jobs or big corporations off shoring work. There is actually a skill discrepancy in this country for the time being. Companies are being forced to offshore work because there are not enough highly skilled/educated applicants to fill highly technical positions, which is surely the soured result of our overall Laissez-faire attitude towards our children’s education.

Life is not fair and all you can do is react to the environment and try to change it for the better in time. If you lost your job in the carpet mill to a factory in China, maybe it is time to learn to do something new. If an illegal immigrant is willing to work for less than you are, start your own company or find another way to compete.

My point being, find ways to solve problems and be productive and don’t expect your congress person or the president to fix these problems for you. Think economically and strategically. Think in terms of incentives, supply and demand. Which skill sets are in demand and what can you supply in the workforce.  What incentivizes an employer or client to hire you over the competition?

Be proactive and forward thinking. Never stop learning, regardless of how old you are. Take responsibility for you and your children’s futures. And for God’s sake, quit being a little complainey pants bitch. I’m tired of hearing it and frankly, you’re all making me grumpy.

</RANT>  [end rant]

Quit your job- LIKE A BOSS!

I have always been bad at breakups, whether they be with girl friends, clients or companies. In fact, I take being dumped or fired much better. When I was let go from my last job, I walked away with a big smile and even went home and ate a giant celebratory chilidog with an ice cold Sam Adams (boy did that job seriously suck). It worked out much better than if I had been the one quitting.

A few weeks ago when it was time for me to give a heads up that I was quitting my current gig, it wasn’t the easiest task to undertake. I mulled over it and even considered putting it off until the very last minute possible if not for an encouraging senior co-worker who mentored me through the process.

When it finally came time to have the sit down with the big boss, I fidgeted, apologized and even made an indirect offer to stay on board if they could offer me a permanent (non contractor) position. Now looking back on the other side of the experience, it wasn’t all that bad and I probably did myself a big favor down the road.  So why is it so important to quit a job strategically- like a boss? Here are my reasons.

Quit your job!

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How to Land a Job After College

I graduated college the year after the housing bubble burst.  I remember eating lunch and watching the stock market go down the drain – taking with it my chances of landing a decent job.  Somehow my dining hall food tasted a little less sweet that day.

On the first day of my senior year I kicked my recruiting efforts into overdrive.  Within a few months I had six job offers, each with a starting salary above $50,000. I was able to spend my last few months of college drun… ahem…doing volunteer work at the local bars.   This is how I did it.

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The Power of Culture in the Organization

A few weeks ago one of my co-workers just so happened to leave to fill the position I was let go from about six months ago at my old company. I guess business has turned around and they were finally rehiring my old position.

My new bosses, being the nice guys they are, took the group out to lunch to celebrate her new job. At this point, I had only been in my new position for a little over a month, so a lot of people were still warming up and getting to know me.

One guy asked me innocently enough, “So Shane, where did you work before coming to work with us?” I replied and he looked at me a little surprised and said, “Oh, that’s where Jane is going to work.” I chuckled, maybe a little out of line and said, “Yeah, she’s taking my old job I was fired from about six months back.” The joke fell just a little flat…

After my gaffe, I tried to rebound a bit, saying something about how my time there was rewarding, but now I was getting to do the kind of work I had always wanted to do, but that Jane would find a lot of challenge and reward in the new company.

In reality, I was just being polite. I think back on my last job and never regret for a single, not one millisecond that I parted ways with that organization. It wasn’t that the pay was bad or that there was an insufferable commute. It wasn’t even because of an unmanageable workload or demanding hours. No, it was simply because of culture. The organizational culture at my last job was simply TERRIBLE!

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Why your MBA means sh*t

Being two years deep into an MBA and only a semester left ‘til graduation, there is one hard lesson I never anticipated learning during my studies that has been forced upon me like an unwanted dose of nasty cough syrup. And just like foul tasting medicine, just because it might not taste good going down, it’s still best you took your medicine at the end of the day.

That lesson is that in reality, your MBA really means shit, and your undergrad business degree probably means even less. It isn’t because the curriculum is irrelevant or not useful. I’d argue the opposite in fact. It isn’t that people don’t need good management skills, those are also invaluable. And it certainly isn’t that an MBA isn’t respected in the business world, but maybe, just maybe the degree is a little overrated.

I think the MBA is a great degree to pursue. It does a great job of rounding you out. It has completely changed my perspective on business and the world in general and taught me to be a lifelong learner. But does an employer necessarily care about all that? Nope.

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You’re Fired! Now What? Part III

Integrity, Job Offers, and Conquering Uncertainty

Check out Part I or Part II of this compelling story for all the gory details you’ve missed in this article!

Last week I got a double helping of great news followed by a bit of a let down.  I managed to warrant two great job offers in a single week. The first job was with a fortune 500 manufacturer, Mohawk Industries, working in their Information Systems division.  The second was what I have built up in my mind, to be my dream job- a Systems Engineer position with Avanade.

I got the offer from Mohawk earlier last week, and was ready to head off to the races, full of pride that it took me less than two weeks to find a job after losing my last one! Then came the call from Avanade only a few days later. For a brief moment, I felt on top of the world.

The job with Mohawk was to start immediately while my career with Avanade will not kick into gear until after I graduate grad school next May. So, what is a guy to do? Give Mohawk the heads up so they can pass on my for a long term prospect if they choose, or play it “close to the vest” and use Mohawk in the short term for some MUCH needed income to feed my children and keep my mortgage paid?  What is a loving father and husband with integrity supposed to do?

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You’re Fired! Now What? Part II

Part 2- Setting priorities,  starting the job hunt, and building my business

Read Part 1- Initial thoughts and emotions  

A little over a week ago I lost my job. It wasn’t fun or really all that expected, but it happened and I’m better for it- or at least that’s what I keep telling myself.

This past week was my first week ever without a job since being out of college. Initially, I didn’t really know how to feel about not having a place to go every day or a steady paycheck. A big part of me was happy to be free from a job that wasn’t really taking me anywhere new, but then bits and pieces of fear and uncertainty began creeping in.

My biggest questions were: how will I rebound, how long will it take me to find a new gig, and how long can I go without a real “job”. I know I really want to avoid another job like my last one. It wasn’t that the work conditions were bad, or the compensation unfair, but that my career was completely stagnant.  So the longer I can hold out for the perfect opportunity, the better.

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You’re Fired! Now What? Part I

Part 1- Initial thoughts and emotions

This past Thursday I was sitting at my desk, toiling away like most any other day, when my boss called me back into a small conference room.  In with him walked a representative from human resources. She asked me how I was doing. I chuckled and said, “Well, not too good if I’m meeting with HR!” I knew at that moment I was done for at that job.

My boss didn’t give me a direct reason for my termination and I didn’t ask for one, but I understood what was going on. I signed a piece of paper and they asked where they could send any paperwork. Next, we went back to my desk, I grabbed the few things I had, and I went home for a nice afternoon with my wife and kids.

Most people seemed devastated for me when I told them I had lost my job. They acted as if it was the end of the world that I had lost a perfectly good job making decent money, especially in this economy. I guess on some fronts, it is bad. Work is hard to come by right now, but I was and am not scared and in fact a little relieved.

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First Impressions and Controlling your Online Presence

The first thing my boss does before making a final hiring decision is perform a quick online search of the candidate in question.  Almost always the same few results show up.  Their facebook.com page, perhaps a personal website or blog, their linkedin.com and twitter.com accounts. Occasionally an all-star will have a few business articles of interest.  These search results literally make the difference between being hired or passed over for someone else.

Your online image is a powerful tool you can use to brand yourself as a must hire employee – or potentially highlight you as a weekend frat boy that can’t be trusted to come to work sober.  Your online presence is the new first impression for employers.

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