Posts Tagged ‘relationships’

Relationships: Your Impact

A few recent interactions reminded me that you never really know the impact you have on another person. So at the risk of sounding like my grandmother: make an effort to always be gracious and supportive. It’s not always easy and sometimes is impractical, but do it anyway and I think you’ll see benefits on many fronts. And even if not, it makes your world a little nicer. A few examples…

Cameraderie when you feel alienated

I was struck by this in a recent conversation with a former MBA classmate. We had been friendly in school, but weren’t close and had lost touch since we graduated. During school we’d had some lively debates about issues from our classes and had some shared interests. But our contact was fairly limited to class and the MBA lounge.

It turns out my friend felt like an outsider in our program, in part because he was approaching an MBA as a learning journey. MBAs are often very pragmatic about their program. Their journey can be very much about the explicit opportunities they seek. It’s not always about “the journey”.  My friend was more about the journey than many of our classmates and so was I. Read the rest of this entry »

Bookmark and Share

Building Relationships: Don’t Make People Come to You

“Phil, don’t make people come to you. Go to them.”

That’s a piece of advice my Dad offered years ago that still resonates and drives my own practices as well as my teaching and advice to others.

My Dad was a really good “people person”. He was a leader at every level in his life. A four year class president in high school, fraternity president in college, rapidly promoted executive and a church and community leader. He was intuitive about others’ needs and how to get a lot out of them. (I actually had a former employee of his come up to me at his funeral several years ago and tell me “I hadn’t seen your Dad in over 25 years, but when I worked for him he changed my life and I wanted to come pay my respects.”)

Me pausing while I get emotional….OK, I’m back.

I actually can’t improve on his simple words, but will expand on what he meant and translate it into “management-speak”.

He didn’t just mean “meet at the other guy’s place” (although that’s part of his point). The deeper point is “go find people”. He was talking about concepts like “management by walking around”, “social network theory” and “servant leadership” before management books were written about them. Read the rest of this entry »

Bookmark and Share

Business Networking Strategy Part 3

In my last several posts (Part 1 – Strategy , Part 2 – Tactics) we’ve covered what I think of as short term networking strategy and tactics. We used a job search as the classic example. Think of this as “the sprint”.

Now let’s get into how to build longer term healthy habits that can help in a variety of ways. Here you need endurance. Think “marathon”.  

All of the prior advice applies (obviously). Here I’ll be focused on the things that change when you’re talking years rather than months for the time-line.

We can call it “networking for life”.  I can imagine a Tony Robbins style infomercial selling my series of compelling DVDs. The secrets unveiled will transform your life. I just need you to give me your money…or read on :-)

One illustration of how little we focus on good habits and head-down we can get in our day to day life is an experience I just had updating my linked in profile. I was consistently asked “am I looking for a job or ready for a change?” by friends and colleagues.

No. I’m happy with my job, but am working to stay on top of it and not let it drift. I also figure up to date info on my profile is potentially useful to others. It’s the same idea on the relationship side. Harvey Mackay wrote a whole book on “digging your well before you’re thirsty”.  I use the term all the time when suggesting to people some of what I’ll get into below. That my maintenance activity was seen as signaling change by my network says a lot about where people put this in their priority list.

The point is to not ignore staying connected until you need something. That is more parasitic than mutualistic and won’t inspire commitment from others.

Read the rest of this entry »

Bookmark and Share

Business Networking Strategy Part 2

Here’s the continuation of advice on building networks. Part 1 can be found here. A note, these are more “things to make sure you do” than “numbered steps”. They do follow this relative order, but please don’t get hung up on it. You can quibble with the order I put some of these, but that’s missing the forest for the trees.

1 – Develop your strategy. (This was most of the last post.)

2 – Determine who to reach out to first

You have to pick a place to start. To pick, I’d think about your relationships as concentric circles. Each ring is based on your own definition of “closeness”. I’ll leave it to you, but there are logically fewer people in the inner rings.

My first ring of relationships is close friends (and family). After that, you have people you know well and trust and who feel the same about you based on regular interaction (work, church, non-profit organization etc.) You have colleagues you are on good terms with, but aren’t necessarily close to after that and so on…You get the idea. Work your way out.

Write down lists of who you believe would meet with you based on the strategy you’ve laid out. I’m big on developing a tracking sheet to document your lists and activity. More on that below.

Read the rest of this entry »

Bookmark and Share

Putting a Stake in the Ground

Sometimes you just have to take a position to move things forward. I see many teams and organizations get paralyzed by indecision, conscious stalling and/or lack of clarity.

I am certainly the king of “it depends” and “context matters” and am a serial deferrer to buy time for more data to come in. I also would stipulate that sometimes, waiting is the most effective strategy. But sometimes, you have to force the issue.

Let’s first discuss how we can force the issue and then get into when and why.

Universal Answer- How

In almost all of these cases, the “answer” is proposing a straw model(s) for people to debate. The point is to put something reasonable in print for people to respond to. In can be high-level and conceptual, or very detailed and well thought out. Whatever works for the context you are in. The point is to commit it to a form that people can understand and meaningfully debate.

You are doing several things in this process.

1 – Summarizing what you believe to be “the current understanding”. This requires synthesis and thought on your part.

2 – Framing clear discussion points for stakeholders. Whether in the form of a proposal, documented assumptions, alternate scenarios etc., you are allowing others to get the “digested” thinking. This advances discussion more quickly.

3 – Controlling the agenda. Remember that he/she who commits thoughts to print first frames the discussion.

4 – Increasing communication efficiency – The discussion will much more quickly move to clarification and debate when people understand what you are saying. No need to waste time on multiple rounds of clarification if you are clear.

You can position the straw model as your thinking, or distance yourself from it as appropriate. (You still need to e politically astute). Either way, you are driving discussion and action.

The key is often to embed a failsafe trigger that will “go off” if someone doesn’t respond. From a negotiations standpoint the idea is to create a sense of urgency. So document your idea/position and publish it. Could be an email to group, a power point proposal or clear position on white board in a meeting.

Now let’s explore a few times when forcing the issue makes sense. What follows is an unscientific list of situations that I see a need for “stakes in the ground”.

When to apply 

You are on a timeline

In this situation, you often have no other choice. Whether the issue is major or minor, there isn’t time to waste. This is particularly true for consultants. We are always “on the clock”, with time equaling either billable hours or engagement profitability. For better or for worse, clients also know you will be gone by a certain date. Often the issue is as much attention from relevant stakeholders as it is resistance. You are competing for their attention and mental bandwidth.

Example – A team of mine recently did a nice job of managing a client situation by writing a very detailed list of assumptions and actions they were going to take in conducting quantitative analysis of a large and complicated data set based on those assumptions with a due date. They also pointed out the cost if their assumptions were wrong and a timeline for responding.

The result was important (and timely) clarifications, as well as enhanced team credibility due to the detail and rigor of their efforts. Any less effort and we all would have been spinning our wheels for weeks more. They had been struggling to get clarity and finally realized that pe

You want to expose potential disconnects/create a shared understanding

What does this even mean? Here, you think that everyone is not on the same page and the point is to take a position to reveal others’ understanding of the issue. This can be particularly important in cross-functional or cross-organizational discussions.

 One example is that people may not mean the same thing even when they are using the same terms. “Terms of Art” is a phrase used to describe the actual definition of a technical or functionally specific term. For example, organizations often differ from classical functional boundaries. What does “supply chain” mean at your firm? What’s in “operations”? It’s crucial that you reach common operational definitions for these terms to ensure common understanding.

Other examples include:

  • Surfacing assumptions that are so deep, no one even thought to discuss them.
  • Highlighting areas believed to be commonly agreed, but more detail or specificity reveals that the devil is in the details and maybe there wasn’t as much agreement as thought.

You need to make people publicly take a position

This one is more political. Often people are trying to avoid taking a position on politically difficult topics. If you can maneuver them into a position where they have to be specific in their objections, then you can document their issues and potentially push them into a corner if you can address all their objections. You then expose their motivations if they continue to resist/object when their concerns have been addressed.

As always, I struggle with being MECE, but these are the big ones I can think of off the top of my head. Let me know if you can think of others.

Bookmark and Share

Knowing which side is your bread buttered on

I’ve seen lots of people lose site of who the client/boss is. Whether it’s a consulting situation or merely your boss, it’s important to maintain focus on who it’s (relatively) most important to please. Particularly early in their career, professionals can get hung up on what’s “the right” thing  to do, presenting “the right” solution (as if there’s just the one) or naively misunderstanding what gets rewarded and punished. My point is not that idealism is wrong, but rather to keep perspective on priorities and understand “which side your bread is buttered on”.

(Caveat: There is a whole separate set of topics around this on “getting what you want” and “being politically astute”. For the sake of clarity, I am not talking about these things. We’ll focus both on pleasing the boss and understanding the consequences of not pleasing him/her. There are certainly times when we decide to do what we think is appropriate and that has consequences. That’s for another post.)

First, let’s be goal oriented. As reward seeking individuals, we want to do well. This can be defined financially (won another sale, increasing my pay), reputationally (I was praised publicly, increasing my social capital), emotionally (I did good work that was important, increasing my satisfaction) and in many other ways. To get any of these you need influential people to decide you did good work.

So what’s the pecking order of who we need to please? With clear exceptions and understanding that “it depends”, I would propose the following hierarchy:

Level 1 – Your boss. You MUST please your boss. Even if your boss is ineffectual and weak, if they don’t advocate for you you will have a hard time in reviews and salary discussion. Make your boss look good and you are well on your way to good reviews.

Note: I get that some bosses are crappy and treat you poorly. In this case you need to manage a move without pissing them off. Whether you like them or not, you don’t want to turn them into career terrorists for you. Also – getting a reputation as someone who can work with anyone is a plus.

Level 2 – Your boss’ boss and chain of command. Collectively, these executives will have a big influence over your fate and your work presumably directly affects their performance. You want them to A) definitely know who you are and B) have a positive impression. Generally speaking, they will be the ones who decide whether you get other opportunities, not your boss. This is usually because they have greater span of control and more influence.

Note: They have more power, but are second on the list because your boss will still be more immediately relevant in your review, compensation etc. If your boss kills you in a review, you’re dead.

Level 3 – Clients. This could be either internal or external.

I have them third because in any individual interaction, you need to understand your boss’ priorities as you evaluate and prioritize your activities. In the long term if you piss of your clients, you’ll have a short career. I am not saying clients are less important than your chain of command. Without clients, there is not business. What I am saying is that for an early/mid-career professional, never forget who’s in charge.  For example, sometimes you need to aggravate your client to meet a firm goal in the short term.

If you are a consultant working for a client or working cross-functionally on a team outside your department in a large organization, it’s important to understand several things clearly.

First, who is actually paying (or reviewing) you? Stated differently what budget line item is your fee coming from and who is the actual decision maker? Never confuse that with “who do we deal with the most” or “who is assigned as our liaison” etc. Understand where the buck stops.

Second, you need to understand their political position. Are they internally powerful? Are they internally weak? This matters because you want to be smart about navigating a client’s environment. Whether it’s being clever in support of your primary client and their agenda or not overplaying your support because you want to win future work and they aren’t in a position to buy, you need to understand the landscape.

Managing across levels. Sometimes you have to piss someone off. Be strategic and don’t always make it the same person/group. Spread the pain and make sure you “make good” at some other time.

I’ll give a few examples I have seen in my career:

  • Partner tells you to do something that doesn’t appear in your client’s interests.
  • Client staffer (but not your “paying” client) you really like is going to get hosed by a pending decision.
  • Your boss’ boss asks you to do something not in your boss’ best interest.

How would you handle these? There’s no “right” answer, but I’d encourage you to think broadly about how to prioritize and always remember “which side your bread is buttered on”.

Bookmark and Share

Seeking & Accepting Feedback

One of the greatest gifts someone can offer you is honest feedback. Truly. Most of the time, people will try to varnish the truth or avoid it altogether. Since it’s so rare a gift, it’s only right to treat it as such. Often you have to go get it, as not everyone will be forthcoming if you don’t ask for it.

So ask, but not too often

Identify a set of people whose feedback you want on a regular basis. Then go get it. It’s that simple. Don’t over think it. I see a lot of people get nervous about how and when they do it, asking themselves about the appropriateness of the request. Don’t worry about it. It will be immediately obvious to you if the request is making someone uncomfortable. Then it’s up to you whether you push on through or let it go. Below are a few considerations in asking.

Be diverse in the inputs you seek. Don’t just get your boss. Get colleagues, people in other departments etc. In particular, seek out people you think might have uncomfortable feedback. If you feel threatened by people you currently work with for political or evaluative reasons, then mine old co-workers.

Be specific about what feedback you are looking for. Don’t ask for people to comment on broad open ended questions. It will make them uncomfortable (more like evaluating you as a person than commenting on your communications skills) and lead to areas that may be off point.

Example: “Is there anything I can improve on?” isn’t as helpful as, “I’ve been wondering about my communication skills, have you noticed anything in my emails or presentations you think I could improve on?” The latter is more specific and likely to yield actionable feedback.

Ask for examples. Don’t settle for generalizations. Drive for enough detail to understand, evaluate and take action.

Example: “I don’t think you present well” isn’t that helpful. Get them to say “You just read the slides and never see if your audience is following along.” That is specific enough to understand what the action plan might be.

Ask people who can actually answer. This sounds obvious, but think about the type/category of feedback you’re looking for and make sure the person you’re asking has seen enough to have a “qualified” opinion. Another thing to think about is how observant or thoughtful the people you ask are. Sometimes, non-obvious folks are very wise and can offer keen insights. Political advice is often very useful from this type of connection. So target wisely.

Example: Asking someone you haven’t worked directly with about your leadership style won’t lead to anything useful.

Don’t get overly aggressive about seeking feedback. It’s great to want feedback, but seeking too much represents either lack of confidence, understanding or disingenuousness. All bad. I’m not saying don’t be assertive in seeking out advice. I am saying don’t check in too often. Use some judgment.

Listen & don’t argue

Having asked for feedback, actually let people offer it. It is perfectly appropriate to ask thoughtful follow up questions and to play out scenarios, but don’t debate. You’ve asked for a gift, it is being given. Don’t be ungrateful. As my grandmother would say, “that’s not attractive sweetie.”

As I mentioned, asking follow up questions is part of the process. As mentioned above, if someone is too general, feel free to ask for examples. A specific example can then be fodder for re-playing the scenario to explore and learn.

For example: You receive constructive criticism on how you handled a meeting. It’s good to ask your fellow participant how they felt, suggest alternative approaches you might have taken to get their feedback and understand how participants perceived the situation. It’s NOT OK to say “I totally disagree, Sally was way off base and I don’t see how I could have handled it differently”. You just made it worse. If this is how you plan to approach feedback, better not to ask.

I bring up the graciousness part because I see the lack of it with a consistent minority of people I give feedback to. I suggest that for those of you who wrestle with accepting feedback learn to bite your tongue. If someone actually cares enough to give you feedback, they care at some level. Don’t turn them off. If they didn’t care, they wouldn’t invest the time in you.

Say “thank you”

I won’t belabor this given my comments above. Suffice it to say that gratitude and graciousness are far more compelling than indifference or rudeness.

Reflect & evaluate

Take time to think about what you have heard. If you don’t reflect, the act of asking and receiving is partly wasted. It only matters if you turn inputs into insights that  drive action.

After one or several discussions, it’s time to determine your sense of what’s important. Each perspective you hear is valid, but they may not all agree or be of central importance in your development. You have to decide what strengths are worth reinforcing and what improvement opportunities merit time. You can’t rock everything, so pick and choose based on your judgment and bandwidth. Think about what you agreed with, what was new, how could I work on that etc.

I do suggest you develop a plan for key areas you are working on. It can be as simple as 3 bullet point reminders on a post it about how to kick off a meeting, or as involved as a multi-year development plan for an involved skill set. But put it in print and track yourself.

Closing thoughts

 Asking for feedback is crucial to your development. Many leadership studies cite the ability to seek out and utilize feedback as one of the most important traits great leaders possess.

 Seeking out feedback and acting on it also comes with soft benefits. It demonstrates self-awareness, maturity and a drive to improve. It also exposes you to people in ways that might not come up in the normal course of work. It also opens deeper mentoring possibilities. It’s a win/win as long as it’s done sincerely.

Bookmark and Share

Figuring Out What You Want – Part 2

Here’s part 2. Part 1 can be found here.

So how do I begin to figure out what I want?

First, let’s start with the premise that everyone has a different cognitive/intellectual style. Some want a process with clear steps to run through (ie: “5 steps to clarity”). Others don’t want to be given such specific direction, but rather are looking for some high level advice. To each their own. I’ll try to be at least a little helpful regardless of style. 

I think of this process as finding or discovering your calling.  As I mentioned in my earlier post on traps we fall into, we can easily fall into a variety of positions that have little to do with our own dreams and desires.

Let’s assume I’ve determined to begin to really dig into what I want. How do I even break the problem down?

Step 1 – Think (What does that little voice inside your head say?)

The first thing I would suggest is to take some time to actually think. This sounds obvious, but how much do you actually explore your wants? I find that most people I counsel tend to have surface goals that are “clear” to them. But they can’t often articulate a deeper connection. Their explanation of their goal doesn’t resonate for them or to a listener.  

I have a recent example that I think illustrates the point. A super talented student of mine didn’t feel like they were doing well in job interviews. They had been interviewing for what I refer to as “template” jobs. In a business school there are many well defined positions and companies are seeking relatively homogeneous candidates for them. Happily in this case, my student was able to self diagnose their lack of interest in positions.  They really like something that isn’t “conventional” for MBAs from my program. This student is now off on an off-roading expedition to find a better fit.

So take the time to listen to yourself. For me this means quiet, uninterrupted time away from everyone. Often this takes place at a coffee shop with headphones on listening to music. Other times it’s the wandering of my mind while I’m exercising. It’s challenging. Even when exercising, so many of us put on podcasts etc. I am definitely not thinking about deeper issues when I have the PTI podcast on.

So consciously create a useful place for you to think. But what should I think about?

I propose a few high level questions:

1 – What do you like to do?

This question is about what activities or types of things do you like to do. It’s NOT about what you aspire to BE etc. Take a little time and reflect on where you get energy. Do you like puzzles, talking to people, organizing things at church? Don’t edit yourself. If “talking to people” is what you like, then write it down or put it in your mental file. The point is to come up with a list of more than a few things you genuinely like spending time on.

Asked differently, it’s what do you do for free in your personal time?

2 – What are you (demonstrably) good at? (note: these are NOT the same question!)

We all have skills and talents. What are they? Write them down. There are assessments that can help you with both this and determining what you like. I am not a big believer in putting too much weight on them (the are indicative, not deterministic), but there’s nothing wrong with using them to help articulate ideas if you are struggling. Here’s a definition of MBTI which will tell you something about your preferences and here’s a strength’s finder tool from the author of the popular Now, Discover Your Strengths.

After coming to some of your own conclusions, go talk to others you work with and/or who know you well and ask their opinion of what you are good at and write that list down.

If those lists are the same, great. You’re done. In my experience, you’ll find some major gaps. These differences are a source for reflection. “I thought I was great at X and my co- workers didn’t list it. But they did list Y which I hadn’t thought of as a strength.” This can be a major source of insight and open up career avenues you hadn’t perhaps considered.

Many of us are intensely self-critical and so undervalue some subtle strengths we have. Conversely we can overvalue something we are proud of that others don’t appreciate. It’s only an actual/useful strength (in my opinion) if it’s valued by others. Then there’s a “market” for it.

3 – What do you value in life?

Values are different. Is family most important to you? Career progression? Travel? Faith?

Whatever it is, write it down. The list may be long. The longer it is, the more you’ll have to decide about relative priorities at your current life state. For example, I have always valued family but it takes on a different meaning after you have your children. As former boss once told me “you can have it all in life, just not usually at the same time.”

Step 2 – Get feedback (Have others tell you what they hear)

Synthesize what you have thought about and try to organize your thinking enough to have a conversation about it with a small group of friends and mentors. (I discuss the concept of a “personal board of directors” in a prior post.) This type of feedback is invaluable. Others can often see patterns or inconsistencies in your thinking that are invisible to you.

Talk to a diverse group. For example, I get really different feedback from my minister than a former boss who runs a large business. Both are important. Neither is “better” than the other. I wouldn’t want only one of their perspectives.

I’d use this opportunity to reach out to old friends who’ve known you for awhile, as well as a chance to find a few new mentors. Most people will be willing to listen to you over coffee when you have a good set of questions and a sense of what you are exploring.

Definitely avoid seeking out people to whine or complain about things. We all need to vent sometimes, but separate it from your exploration. When exploring, stay positive and focused on where you are trying to go. In this case the destination isn’t necessarily a “job”, but rather clarity and some self-awareness.

One of the hidden benefits of going out to others is that they will have all sorts of ideas that never occurred to you. These can be tremendously valuable when you are in the right mental place to receive the input.

For example, I have a friend who was debating whether to leave their job at a very prestigious firm. As we chatted over coffee, I threw out a few ideas for how I saw them and their skill set and all the people I thought would be fascinated by them.  We also talked about ways to make different personal economic models work.  In the end, that sparked a whole different thought process than the track they were on and they resigned. They have several different business ideas going now and are thrilled with their prospects and freedom.

The point is to let yourself be open to others’ ideas. Some may be perfect, some irrelevant. They are still worth hearing.

Step 3 – Brainstorm list potential options (Develop a concrete list of possibilities)

Having looked inside and looked outside, what seems interesting? Develop a list of potential ideas. I don’t have any more advice than simple to put it down in print and don’t edit yourself. I think getting too specific or critiquing too severely too early takes interesting options off the table unnecessarily.   You may have interesting interconnections between likes and skills that play out in unpredictable ways.

These numbered steps are artificially clear and linear. Recognize that there is a continuous feedback loop in them. I don’t actually think about it this way. For me it’s much more organic. But each of these steps is definitely a part of the process, in whatever order you choose to do them.

Next post will be about taking action on the list of ideas you develop.

Bookmark and Share

Making Things Happen

I just had a link to this ebook sent to me by a friend. Read this and tell me you can’t get going on a search in tough times.

Charlie paints a compelling picture of clear strategies for getting connected to great work. It’s about being assertive, showing value and making people offers they can’t refuse. The traditioanl process works for some, but if it’s not working for you, don’t be a victim. Re-frame and get going.

I was really proud of my students this summer who took “non-traditional” (ie: unpaid) internships. Many of them ended up with work that was as good as or better than they would have normally and as this ebook points out, it was more on their own terms.

I disagree with his point about the value of graduate degrees (I’m biased I guess, I teach in an MBA program). Not everyone is equipped to be as entrepreneurial as Charlie is and need some structure and support on their journey. Grad degrees are great for the people they help and a waste for people who aren’t interested or are self-sufficient.

But that’s quibbling, the principles here are important ones and I encourage you to take a look.

Bookmark and Share

Always be nice to gatekeepers and staff…

…or you don’t get through the gate.


I am continually amazed by some people’s lack of both pragmatism and grace in various business situations. One of the most obvious ones is dealing with individuals who are obviously “gatekeepers”. To me a gatekeeper is anyone who is clearly standing between you and an individual or group you want/need access to.


Why should I care?


In my undergraduate management class we talk about “power” and its sources. They include things like hierarchical position, control over information, network of allies and several other attributes. A gatekeeper almost always wields a deceptively large amount of power and influence for several reasons that relate to these power bases.


First, they are often very close to the principal in question. If they are their admin or adjutant they are typically intimately aware of their boss’s goals, needs, opinions etc. This person is usually personally chosen by the executive and has the executive’s interests at heart. Their success is bound up in their boss’ (at least at some level). They have “referred hierarchical authority” from their boss.


Second, because they aren’t a senior executive (or at least are less senior than the boss), they are more accessible and thus are privy to scuttlebutt and gossip their boss may not be. This puts them at the center of information networks with “insider knowledge”.


Third, due to both these things bosses often put a great deal of value on their assistant’s view of others. Why? These folks see others in less formal or guarded settings than the boss does. Most of us can control ourselves in obvious power situations where a superior is watching us. How you act when no one is looking is much more revealing. Gatekeepers tend to have a better view of this aspect of us. I have seen people lose six figure opportunities over subtle office issues around how candidate treated staff in situations the hiring manager didn’t see, but heard about.


Fourth, these people are often the ones charged with creating order in their bosses hectic worlds. Most senior execs are out of control and the admin manages this as best they can. They can lock down a calendar and completely deny you simply based on schedule and (your lack of) priority.


In my experience, a bad run in with an admin or exec assistant can actually be more damaging than a bad run in with the boss. Why. I can forgive you jousting with me, I might even give you credit for standing up for yourself if professionally done. Treat my assistant badly and you’re just a bully. Same as going after my son or daughter. No quarter will be given. View the offer as gone if you were an intern or the promotion off the board later in your career.


Conversely, being favored can yield special access, quiet behind doors praise, special knowledge of information others (even senior execs) don’t have access too. This can be as simple as getting 5 minutes to brief the exec on an idea while others are rebuffed. But this access is precious.


How do I develop support?


So, given the importance of gatekeepers, how do I develop rapport and influence without coming across as craven and just a brown-noser? This is just a specific case of applying concepts on building support from my earlier post. Read here for general guidance.


My point in this post is to focus your attention on how important gatekeepers are in the general scheme of things.  In many cases, simply treating them nicely (not even going above and beyond) will go a long way. Showing interest in someone whose whole job is to serve someone else who is the center of attention can be very comforting. You’ll be surprised at how much people will tell you if you simply demonstrate respect and make time to hear about their day.


In the end, do unto others as you’d have them do unto you.

Bookmark and Share
Twitter Updates
RT @millerphiller: A new post on career transitions. #job
1 month ago
MorgannCarlonMorgann Carlon
RT @millerphiller: Carlson School faculty Kathleen Vohs on what boxer shorts can tell us about women's motivations:
1 month ago
tbprilltedi mason
RT @millerphiller: Carlson School faculty Kathleen Vohs on what boxer shorts can tell us about women's motivations:
1 month ago
millerphillerPhil Miller
Carlson School faculty Kathleen Vohs on what boxer shorts can tell us about women's motivations:
1 month ago