BBP Manifesto How To Bloom In The Real World

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Key Learning Series © Rinker & Associates 2005‐09

Table of Contents

Introduction by Lorraine Rinker ............................................................................ 4

How to be successful in the real world ................................................................. 5

How to manage your career transitions ............................................................... 6

How to plan your career when you’re too busy to plan .................................. 7

How to be remarkable ................................................................................................ 8

How to overcome boredom in your career .......................................................... 9

How to make a comeback ........................................................................................ 10

How to break into the inner circle ........................................................................ 11

How to be a charismatic networker ..................................................................... 12

How to increase your staying power ................................................................... 13

How to stand out in an interview .......................................................................... 14

How to negotiate your salary ................................................................................. 15

How to survive a merger or acquisition scenario ........................................... 16

How to say “Thank You” ........................................................................................... 17

How to know what to wear and when to wear it ............................................. 18

How to be “real” .......................................................................................................... 19

About the author ......................................................................................................... 20


Introduction by Lorraine Rinker

y dad was a man of few words. He taught me to “think before speaking”, be my own person, and to go forth into the world with confidence. He used to say, “Whenever you get confused, step back and look at things from a distance to help regain your perspective.” But, his favorite

directive was “if you ever get lost, don’t just stand there ‐ ‐ pick a direction and move. Nothing will change until you move. Move with purpose and you’ll eventually find your way.”

My dad died in 1986 and there isn’t a day that goes by without my thinking about him. I consistently do things that remind me that I am his daughter. For instance, I practice the art of learning something knew everyday. In doing so, I listen to the words of those much wiser than I am and wonder “when will I have such wisdom?”

Then it dawns on me, maybe it’s time for me to stop chasing the answer to that question and move with purpose with what I do know.

I’ve practiced the art of transition well enough to help guide others to succeed by getting back to the basic simple rules of engagement in the real world. Our world has become so complicated that sometimes people are paralyzed by it. To help people get unstuck, I offer this collection of vignettes as a practical approach to incorporating movement into your life. You can succeed in your career without getting lost. So, don’t just stand there ‐ ‐ move!

Dedicated in loving memory to my dad,

Robert Sui Keung Lee, Jr.

M


How to be successful in the real world

Maintain focus and make small “course corrections” along the way.

Get connected and stay connected! Make networking a normal part of your life, always make a great first impression and leave a positive lasting impression.

Realize that owning a business is a Real Job and don’t let anyone tell you otherwise.

Think creatively when developing your business or career, consider everyone you meet a

potential client/employer or referral.

Don’t just see a Purple Cow . . . be a Purple Cow! Be remarkable and remember the “word on the

street” has the power to enhance, ignore, or tarnish your name.

Practice your MVV (Mission, Vision, Values). Think. Plan. Write it down.

Stay close to your customers and closer to your competitors.

Face a setback with a comeback. Take risk management seriously and always have a Plan B.

Record your own history; it's more likely to be accurate that way.

Be Real. Mind your manners. Be a mentor, a role model, and a confident.

Ready to be your ultimate self?


How to manage your career transitions

Take A Part Time Job Sharpening those skills that made you so successful in the first place will help keep you “skillfully current” and help you avoid significant gaps in your resume. It’s okay if it’s not lucrative, it’s the experience and contacts you will make that will prove to be priceless in the long run. This is a great way to stay abreast of current business practices from a firsthand perspective.

Make Your Volunteer Work Count Your time is precious, so make the time you spend volunteering count towards your future re‐entry to the workforce. Leverage your passion; apply your time towards something you are passionate about and make it measurable work. Sit on a planning board, a school board, or participate in community projects that help you develop real world contacts while giving back to the community.

Stay Connected Do the “friends and family” thing! You might not have the time to join formal organizations for the opportunity to network or stay abreast of current business and community issues; so make sure you stay connected through your informal networks of friends and colleagues. Their “what’s going on in the work force”

perspective can help keep you abreast of current real world business issues and trends. You should also invest in a subscription to a credible local publication that focuses on business in general or your particular area of expertise/interest.

Expand Your Education If you have always wanted to expand on your education, time “at home” could be the best opportunity to work on your degree or certificate program. Even at a “part‐time” pace, as a “stay at home parent” you could complete your education by the time your child is in school. This is not just a great addition to your resume; it’s also a great way to invest in yourself.

Start Your Own Business Starting your own in‐home business can give you the flexibility you are looking for at this time in your life. It’s a great way to put your energy into something you really love to do, on your own terms, and you as your own boss!

Whatever floats your boat. . .


How to plan your career when you’re too busy to plan

Assess Your Current Situation Begin at the beginning by reviewing your current personal and work situation and identify priorities of each. Personal priorities may include income, benefits, work hours, location, schools or daycare, etc. Work priorities may include financial opportunities, work hours, benefits, work environment and culture, etc.

Identify Career Interests Create a profile of your career preferences. Use the answers to questions relevant to your personal and professional life to form a composite profile describing the work situation that could best meet your comprehensive needs. Examples of personal life questions include; Are you interested in a full‐time or part‐time employment commitment? What amount of personal time are you willing to devote to your career? Do you have any physical limitations to factor into your career choices? Professional life questions may include; What industry or profession interests you? What are your income needs? Is there a specific company that interests you? Is self‐employment your goal?

Determine Skills and Costs Related To Interests Identify your current skill set by listing both core skills (your expertise), soft skills (your interpersonal skills), and technical

skills. Considering your career preferences, identify your skill deficiencies and the additional education or training you will need to address any of these deficiencies. Also consider what your costs will be for making a career change; and figure out what the impact will be on your current financial situation.

Develop and Implement a Written Action Plan Create your own plan by listing the action items that will enable you to meet your career preferences as well as allow you to address your personal priorities. This list should include additional education or training needs and action needed to address the costs related to your career interests. Set a realistic time frame to implement your plan.

Monitor and Make Adjustments Make a habit of checking your progress in implementing your action plan. Feel free to change your plan and make adjustments as you go to ensure you’re still on course.

The journey is the “thing”!


How to be remarkable

Your References are Your Resume! Instead of submitting a traditional resume that looks like a million other resumes, submit a “BIO Profile” to make an outstanding presentation of your references or testimonials as your resume. A bio profile can open many doors that a traditional resume won’t even budge. It makes a great first impression by giving the reader an interesting virtual introduction that will make them want to meet you just to hear more about “you” in person. Now, that’s remarkable!

Sometimes It’s All About Being “Different”. Ever wonder how Volkswagen was able to bring the Beetle back with such success? It’s quite simple. When people saw the new round Beetle in traffic among all the “look‐alike boxy” SUVs, they’ couldn’t help but notice it because it was such an obvious “stand out”. It was marketing itself. Market your real self by leveraging the “thing” that makes you unique and outstanding!

Differentiate Your Customers. A valued colleague of mine once said, “Professionals sort, amateurs try to convince.” Don’t go for the mass market, define

and refine your ideal customer profile. Find the individuals or groups who are most likely to tell others about you; who are the most profitable. Ignore the rest.

Don’t Just Follow the Leader, Be the Leader! If you watch a flock of geese closely, you’ll notice that every few minutes, one of the birds from the back of the flock will break away, fly to the front, and take over; giving more than one bird practice at being the leader. With no practice leading, you could end up in serious trouble when turbulence kicks up in your world. The ability to lead will become even more important when your “flock” no longer exists and no other flock is handy.

Take a Chance to Be On the Edge. Sometimes you have to step a little bit closer to the “edge” in order to get a better look at what’s possible. Doing what is normally “unsafe” for you or exploring what is “outside your comfort zone”, is a good way to practice the art of seeing what’s working and what’s not.

Dreams don’t retire.


How to overcome boredom in your career

All work has its boring moments; but there is a difference between those types of moments and those that simply make your eyes glaze over:

Does your day seem to crawl by, minute by minute?

Has your work lost its luster?

Do you feel like you are not being intellectually stimulated?

Does the thought of solving the "same problem" one more time make you want to tear your hair out?

If so, consider the following strategies:

Identify something that will revitalize you. Get out of your comfort zone and try something new and slightly risky. There is nothing more stimulating than learning something new. Have you ever noticed how jazzed up you are after attending a two or three day conference? You're excited about the new things you learned and can't wait to get back to the office and share. Or, maybe just the change of venue and perspective rejuvenated your feelings about your work!

Create your own "new" assignment. If you’re in a new role or position, leverage any opportunity to step outside your comfort zone to expand and grow your skill set. For instance, if you’ve recently started your own business, you can find an assignment that puts you outside of your comfort zone and

stretches your core abilities. Even though it means you may charge less than your usual fee, the experience may give you a chance to re‐charge your creative batteries while broadening your experience and increasing your value to your clients.

Talk to your boss about other possibilities. If you excel at a special discipline or core strength and you want to improve it even more, look for a more challenging assignment focused on that skill. Look within or across your organization for opportunities, and then ask your boss for that new assignment. You never know what the boss will do until you ask!

Do "good work" outside of work. Renew your feelings about helping others by taking on volunteer projects for non‐profit organizations in an area that was a stretch and "out of character" for yourself.

Take the plunge into a new line of work. Consider a career shift as simple as doing the same type of work with different people in your organization; or as radical as doing different work in a whole new environment.

Find your happy self.


How to make a comeback

Many people who have taken time out of their career for parenting or care‐giving now are finding their way back to the workforce. If progress seems slow and/or your outlook becomes confused, step back and recheck your priorities. Think about what motivates you the most (flexibility, benefits, pay, challenging work, etc.) and make sure the most important motivator is at the top of your list.

Job hunting has changed and traditional methods may not create effective results. Today's job market calls for a fresh approach. Make the following practices a normal part of your job search:

Network, network, and network ‐ More than 60% of all opportunities are shared through contacts made while networking. There is an organization for just about every professional around, so finding a venue that is in line with your interests should not be hard to find. Reconnect with established contacts and make new ones.

Informational Interviews ‐ Take every opportunity to schedule informational conversations with former colleagues or new contacts who are working in the field you want to learn more about.

Consulting ‐ Take on short‐term consulting assignments to build up current real‐world experience. Even your volunteer work should "count" and be in your field of interest.

BIO Profile ‐ In addition to your resume, create a biographical profile which is a more personal perspective of not just where you've been, but also reflects what you are capable of doing in the future. Include testimonials from former bosses, colleagues, customers, etc. and let your references be your resume!

Functional Resume ‐ In lieu of the traditional chronological format, functional resumes allow you to present your skills and experience in a cohesive manner without tying them to any particular date in time. A separate section contains your work history (company name, title, location and years worked) as a list rather than a narrative.

Change is inevitable.


How to break into the inner circle

If you've got your networking finesse tuned up and ready to go; you know you only have one shot, one chance to make that great first impression and make that connection count ‐ ‐ so don't blow it.

Here's what you do if you want to meet a high‐profile mover and shaker in Sacramento or anywhere else:

Be prepared and do your research. Know who you need to meet, where they are going to be, and then make sure you're there with your best game on. And, when I say "be there", that means "sitting next to them" if at all possible.

Be visible on a consistent basis. It may take two to three meetings before your face and name registers with the high‐profile person you are trying to meet. The key is to be consistent because repetition is your best bet to achieving the "stickiness" factor.

Don't be afraid of rejection. It may take multiple meetings and/or phone calls before you get the attention you're looking for.

Be a good communicator and an even better listener. It's not really about you; it's all about them. So, listen up and stay relevant to the conversation.

And one more thing; a sure fire way to blow a meeting or interview is to be rude to the receptionist. So don't blow it!

Be fierce, be gentle.


How to be a charismatic networker

Many people find networking to be their least favorite thing in the world to do. It is right up there with “going to the dentist”; but the reality is; you can do it, you will do it, and here’s how!

Get Over Thy Shy Self! Turn the pain into a gain by making the most of your curiosity about others. Know that everyone has a “story to tell” (who they are, what they are looking for, etc.), including you. When meeting people, listen and let others tell you their story first. This will break the ice and make it easier for you to respond with your own story.

Start Big Then Go Small! Exploring is a good thing. Begin by checking out events and mixers hosted by local Chambers, clubs, and organizations that focus on your area of interest. Use your personal contacts for referrals and the internet for research. Once you’ve make the networking circuit, narrow your focus down to just the venues you will attend on a regular basis.

Don’t Worry Be Happy! Networking should be fun; so when you feel like you just can’t smile anymore; think happy thoughts and SMILE some more! People are more likely to want to talk to you when you’re smiling; so SMILE!

Be Ready To Help Others! Networking is not only about receiving, it’s about giving as well. Those who help others will receive help back ten‐fold (ancient networking proverb)!

Follow Up, Follow Up, and Follow Up! Your ability to follow up with people you meet at networking events will make or break any chance of building and maintaining these new relationships. Stay connected and reconnect whenever possible!

Will the “real” you please stand up?


How to increase your staying power

Staying power; do you have it? Does your collateral have what it takes to stick to a hiring manager's desk? Do you have what it takes to stick to your career plan?

There are practical strategies for increasing your staying power. . .

Be persistent. A good deal of fortitude is required to stay the course during all phases of your transition. When road blocks appear, take a step back to re‐assess your situation so that you can clearly visualize the most effective strategy to get through and make headway.

Be consistent. A consistent message (30‐second pitch, collateral, etc.) will keep things clear for you and others. If you introduce yourself, describe your business/company, or tell your story differently each time; people may get confused. Sometimes it will take multiple meetings with a hiring manager or high‐profile contact, or multiple appearances at a particular networking venue before your name and face become familiar and sticks in someone's mind. Consistently showing up with a consistent message will give you a leg up on the being remembered.

Be patient. Things don't always move at lightning speed in the business world. There may be corporate processes and procedures in place that could bog things down. Things may have changed dramatically in that particular start‐up that alters direction and decision making. It may take two or three phone calls before you get a return call. Or, it may take two to three weeks (if not longer) before a hiring decision is made. Be patient and follow up as appropriate during the "waiting" period.

Be positive. Whatever happens; keep the spring in your step. Remain positive, be diligent, and never lose sight of your end goal.

Time changes everything.


How to stand out in an interview

The interview is your opportunity to "tell your story" in person; but it’s the perspective you use in telling your story that will make the difference in how successful you are in making the final cut. You need to tell your story in terms of "them". The context of your message must be in terms of how the prospective employer will benefit from the work you will perform for them. That means you need to communicate your value to them.

Communicating your value will make you stand out from everyone else because most people simply do not take this tact. They continue to go into interviews trying to find out what the company can do for them, when in fact the winning approach is to talk about what you will do for the company. (As JFK once said; "Ask not what your country can do for you; ask what you can do for your country!") Here's your chance to be noticed and tell the company what you can do for them!

Here's how:

1. To get your resume noticed, open with a high impact summary statement. For instance:

"Accomplished marketing manager with a proven ability to develop and implement strategic marketing plans that effectively support the company's business and financial objectives."

2. Learn as much about a company before meeting a prospective employer. The most successful applicants are able to convey a

"beyond‐the‐basics" understanding of the company. Look beyond the home page of their website and dig deeper; check out the executive team, the firm's history, recent news, and even their key competitors.

Having little or no knowledge of the company you are interviewing with is the most common mistake made by job seekers! Don't be one of them!

3. Communicate your value clearly and in terms that are meaningful to the company you are interviewing with. For example, if you are asked "what qualifies you for this job?", instead of just stating a fact about the "five years of P&L experience" you have; do your homework so you can explain how you would apply your experience to benefit the company. For example, be prepared to answer with something like, "I would use my five years of P&L experience to increase the profitability of XYZ Corporation incrementally each year."

4. Always, always, always; follow up with a personal thank you note to each of the key interview players. Because it is not "about you", make sure you thank each person for their time and attention

Sometimes, it’s simply not about you.


How to negotiate your salary

Arm yourself with as much information as possible by checking out industry web sites for your occupational and geographic areas and others that specialize in salary information or the U.S. Bureau of Labor Statistics.

Keep all salary information away from potential employers for as long as possible. Salary information is often used by prospective employers to screen‐out people before they even get their foot in the door.

Always write “open”, “negotiable”, “or “competitive” on every application form you complete.

Delay the salary negotiation process for as long as possible. Take each extra minute to learn more about the job and how your strengths and accomplishments relate to it.

Outline the skills and experience you will bring to your employer and how they will help the organization meet its goals or solve a problem.

Let the prospective employer make the first move into the salary negotiation phase.

If asked directly about the salary you want, respond by asking the prospective employer what the salary range is rather than give them an actual figure.

Be honest about your current salary.

Even if the offer is better than you expected, most employers have some room to negotiate and you should strongly consider making a counter offer. (According to Pinkly and Northcraft, 80% reported that the job applicant who negotiates in a professional manner would make the best impression.)

Be professional in your negotiations. Keep the salary discussion positive by focusing on why you should be paid what you desire and the value the employer will receive in return.

Be realistic about your expectations. Consider the industry, economy, your experience and the competition from other potential candidates.

Aim high. Remember that you can always lower your desired salary expectations, but it’s nearly impossible to inflate it once you indicate what would be acceptable to you.

Reach for a sense of freedom and confidence.


How to survive a merger or acquisition scenario

Company mergers and acquisitions (M&A) continue to be a big part of our business landscape. Your attitude throughout the entire M&A process will determine how you survive the experience and whether you will thrive as a result of the change.

When two companies merge, the staff from the original company is usually left wondering who will stay and who will go. Many times resource redundancies are discovered in the newly structured

organization. It’s usually a bad idea to think there are “safe” positions, it’s more prudent to be ready to execute on one of two options: Either find a way to stay or make a graceful exit.

Merger Survival Plan

1. Contingency Planning – You’ll need an exit route for two reasons. If you are laid off as a consequence of a merger, then you will need a plan to secure other employment. If you survive the merger only to find that working for the newly formed company is not for you, then you may need to find a new job.

2. Relationship building – Your ability to survive at work relies heavily on the strength of the relationships you have with your team members and coworkers. This is even more

important during the transition period of a merger. Take the initiative to get to know new team members and coworkers. Refrain from any “us and them” references and be open to learning new ways of doing things and exchanging best practices. Consistently demonstrate your ability to get along and have a positive outlook.

3. Proving your value – Ultimately the decision on whether you stay or go comes down to how much value you bring to the newly formed company. This is not the time to “hide under the radar”, it’s a time to proactively show the decision makers that you are an indispensible part of the team.

4. Change advocacy – Your attitude towards change reflects how suitable and relevant you are to the newly formed company. Honor your past but leave it behind as you move forward with a positive outlook on your future with this new company. Envision yourself as an inspiration for others to follow in adapting to change and embracing it as an opportunity to remain creative and energized. Seek combined practices that reveal a new way of doing things that is even better than before.

M&A scenarios can be a time of tremendous personal growth for you. It can be as stressful as you let it be. Planning ahead will help you alleviate some burden of stress and help you maintain a clear focus on the direction you want your career to take. Your positive attitude will help you keep a good sense of where you’re going.


How to say “Thank You”

Make "Thank You!" a part of your marketing strategy. Whether you are marketing yourself in a career transition or marketing your business; it’s always good business to express sincere appreciation.

There are so many ways to say "Thank You", it’s easily taken for granted. As children we were taught to say "thank you" as a way of demonstrating our good manners. As adults, we seem to take less time to say "thank you", yet the sound of those words still has a magical effect on people.

Here are a few ways to do it:

Send a hand‐written thank you note as a follow up to informational conversations, informal and formal interview situations.

Send a hand‐written thank you note to acknowledge referrals.

Send an annual hand‐written thank you note to your "top twenty percent" from the CEO.

Send a hand‐written note to tell your best customers about a new product or service, with an exclusive offer not available anywhere else.

If it's been awhile since you've heard from a colleague or a client, send a hand‐written note to welcome them back or reconnect.

Etiquette is more than knowing which fork to use.


How to know what to wear and when to wear it

Quick Reference to Dress Codes for Social Events

Black Tie = Formal. Men wear tuxedos, women wear cocktail, long dresses or dressy evening separates.

White Tie = Ultra‐Formal. Men wear full dress, with white tie, vest, and shirt. Women wear long gowns.

Formal = Black Tie. But in trendier cities (New York, Los Angeles) it could mean a black shirt, no tie with a tux. Women wear cocktail, long dresses or dressy evening separates.

Ultra‐Formal = White Tie. Men wear full dress, with white tie, vest, and shirt. Women wear long gowns.

Black Tie Optional = You have the option of wearing a tuxedo. But, this is a clue to the formality of the event, meaning a dark suit and tie could be your other option. Women wear cocktail, long dresses or dressy evening separates.

Black Tie Invited = Same criteria as Black Tie Optional.

Creative Black Tie = Trendy interpretations of formal wear. Men can go with a more modern tux look; such as a black shirt, no tie. Women wear long or short dresses, or evening separates.

Semi‐Formal = Usually means tuxedos are not required, nor are long dresses. An evening wedding (after 6pm) would mean men wear dark suits, women wear a cocktail dress. Daytime semi‐formal events mean men wear a suit, women wear an appropriate short dress or dressy suit.

Cocktail Attire = Men wear dark suits, women wear short elegant dresses or evening separates.

Dressy Casual = Similar to business casual but a bit more dressy. No jeans or shorts.

Casual = Anything goes.

Informal = Casual unless associated with a wedding or other special event. Some form of decorum and good taste applies here. Men wear a nice pair of slacks and shirt. Women wear a dress.

“Never wear anything that panics the cat.”


How to be “real”

The inspiration behind it all ‐ ‐

The Velveteen Rabbit

“What is REAL?” asked the Rabbit one day, when they were lying side by side near the nursery fender, before Nana came to tidy the room. “Does it mean having things that buzz inside you and a stick‐out handle?”

“Real isn’t how you are made,” said the Skin Horse. “It’s a thing that happens to you. When a child loves you for a long, long time, not just to play with, but REALLY loves you, then you become "Real.”

“Does it hurt?” asked the Rabbit.

“Sometimes,” said the Skin Horse, for he was always truthful. “When you are Real you don’t mind being hurt.”

“Does it happen all at once, like being wound up,” he asked, “or bit by bit?”

“It doesn’t happen all at once,” said the Skin Horse. “You become. It takes a long time. That’s why it doesn’t often happen to people who break easily, or have sharp edges, or who have to be carefully kept. Generally, by the time you are Real, most of your hair has been loved off, and your eyes drop out and you get loose in the joints and very shabby. But these things don’t matter at all, because once you are Real you can’t be ugly, except to people who don’t understand.”

Excerpt from The Velveteen Rabbit by Margery Williams

Find the quiet place within you and all will become clear.


About the author

Rinker & Associates had its own transitions from the start. As a former Fortune 100 IT executive, Lorraine Rinker “lived” in corporate America for 22 years until she decided it was time to do something new and different. She went through a year of job hunting and landing within minutes of

getting into another executive level position with a highly respected firm when she opted for the road less traveled. Lorraine is very familiar with change in that she is a Navy daughter who spent most of her formative years growing up in exotic places such as, Hawaii and Tokyo, Japan.

Lorraine now applies her passion for helping others find their “next step” through career and business consulting. She knows how to “navigate rough waters” and remain a step ahead of the competition. By applying her “real world” knowledge, Lorraine has literally made it her business to help people make a life, not just a living.

Married for over 25 years to the man she calls her “density” (no, not destiny), Lorraine also enjoys quilting, sailing, and volunteering her time to human rights and children’s advocacy programs. The recipient of the 2006 Luminary Award presented by the National

Association of Women Business Owners honoring Outstanding Women Leaders, Lorraine currently serves as Board President for CASA ‐ Child Advocates of Placer County.

About Rinker & Associates

Rinker and Associates is focused on business advancement and career transition “so others may succeed”. Servicing people who are planning their next business career step or re‐entry to the workforce; Rinker and Associates specializes in the niche market comprised of Prime Time (boomer) business professionals.

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If I have learned anything, it is this . . . Everything is temporary and you only have one lifetime in which to

make a difference worth remembering. ‐ ‐

BBP Manifesto How To Bloom In The Real World

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Transcript of BBP Manifesto How To Bloom In The Real World