Category Archives: Positioning

Protect Your Credibility

Posted on by

ThumbsUpYou will have many opportunities in your life to compromise your credibility. Don’t! The credibility that you enjoy today has taken years to build. Why risk throwing it all away? Protect it. It is one of your greatest assets, built on the foundation of your character and competence.

Credibility is a lifelong commitment.

Business mogul Warren Buffett says, “It takes twenty years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.” With today’s social media platform, that five minutes quickly morphs into two seconds.

Credibility is one of those intangibles in life that can change dramatically from moment to moment. Within those moments, you will have choices. Credibility first showed up in the national media in the late 1990s ranging from political and religious scandals to corporate and celebrity debacles. Today, the news continues to be filled with people who made poor choices (and who knew better). When we examine any case, it comes down to one thing: Choice. Each leader or organization had a choice to make: the high road or the low road, truth or deception. Always, always take the high road. When you think no one will know or notice, correct yourself then and there. Your conscience will guide your decisions.

In their book, Credibility: How Leaders Gain and Lose It, Why People Demand It, authors James Kouzes and Barry Posner in their research asked professionals how they felt when they were in the presence of truly great leaders. The top ten replies were: Capable. Challenged. Enthusiastic. Inspired. Motivated. Powerful. Proud. Respected. Supported. Valued. Do you believe people feel this way about you? How do you demonstrate your credibility? How does your behavior align with your actions? What could you do to enhance your credibility? In everything you do, choose credibility. You will sleep better at night.

A mantra to consider: “I choose to protect my credibility.”

How Resourceful Are You?

Posted on by

arrowsupdownMy parents, who lived through the Great Depression, instilled the value of resourcefulness within me at a very young age. To this day, it is one of my top values. From the time I was a child, I found a way to recycle/repurpose long before it became fashionable. Yet the term takes on a slightly different meaning in the professional world. How can you be resourceful in your work environment?

Resourcefulness in the workplace is vitally important to an organization’s success. The Center for Creative Leadership identified resourcefulness as one of the top five skills a leader must possess in its 2009 study, The Leadership Gap. Within the study, resourcefulness was identified as “working effectively with top management.”

What value has resourcefulness brought to companies and organizations in the past five years? The most recent recession forced many to tighten their belts and be more resourceful, yet, what does that mean? In my opinion, being resourceful at work also includes:

  • Involving key contributors in strategic decisions
  • Honoring organizational priorities
  • Creatively pursuing options and possibilities
  • Including some new voices in the conversation, especially those who are rarely asked or who may get lost within the organization’s hierarchy
  • Knowing where to go for answers
  • Asking tough questions
  • Considering new solutions to age-old problems
  • Engaging workers in the mindset of “sustainability”

Being known at work as someone who is resourceful can position you as a leader who cares about the company, its mission and its people. How can you become more resourceful at work?

 

 

Be an Experience Creator

Posted on by

BlondeGirlExcitedOf the many roles that you play in your life, did you know that you can also play the role of Experience Creator? What is an Experience Creator, you ask? Let me create two scenarios for you. Imagine this:

Scenario One: You arrive at the office with your espresso latte in one hand and briefcase in the other. You want to get to your desk quickly so you can check to see if the meeting time you requested with the Regional Vice President is a go. You have worked really hard on this project and are eager to share your thoughts with the RVP. All you can think about is your ideas. You are focused on those ideas, almost obsessed about them. You can’t get them out of your head. As you breeze into the office, so focused, and so determined to get to your desk, you don’t hear it, you don’t see it and you don’t experience it: The cheerful “Good morning!” from your department assistant. In fact, every morning you are so focused on what you are thinking that you miss her hellos. That simple “Good morning” that she shares with you every day is her way of being an Experience Creator. An Experience Creator creates a positive, even memorable, experience for other people.

What is the result of your not acknowledging the assistant’s greeting every morning? She thinks you don’t like her. In fact, she shares with one of your co-workers that she thinks you don’t like her. “She adores you,” your co-worker replies. Your co-worker decides to share this important piece of information with you because she thinks it’s something you need to know. She’s right. You are so appreciative that she shared this information with you that you vow to make a change the next day.

Scenario Two: You arrive at the office with your usual espresso latte in one hand and briefcase in the other. You pause before you enter the building. You take a deep breath and consciously feel the air entering your body. As you walk, you are aware of everything around you. As you enter your department, you make it a point to stop at your department administrative assistant’s desk, smile and say, “Good morning, Haley!” Now you are the Experience Creator.

Think about the many people who you come in contact with on a daily basis. Customers. Co-workers. Friends. What kind of experience you are creating for them? Is it positive or negative? Are you friendly or guarded? When you remind yourself that you are an Experience Creator, it will completely change how you see others and ultimately how you see yourself. When you create a positive experience for others, it positions you as a professional who cares.

Practice saying this new mantra each day: “I am an Experience Creator!”

Oscar’s Eloquence

Posted on by

oscarsThe presentation style of this year’s top Academy Award recipients for acting can be summed up in one word: eloquence. There were no awkward moments, no lengthy or boring remarks that were read from notes, no fillers (“Oh my God”…”I don’t know what to say”…”I know there’s someone I’m forgetting”…”They’re telling me to wrap it up”), and thankfully no F bombs. This year’s acceptance speeches were refreshingly meaningful and heartfelt. Here are the high points and their lessons:

Jared Leto (Best Actor in a Supporting Role, Dallas Buyers Club): The first top winner of the evening, Leto’s eloquent remarks set the tone for the evening and also raised the bar for other recipients to follow. He shared an intimate story about a teenage woman (who he later revealed as his mother) struggling to rear two small children on her own in the early 1970s. Her determination served as a positive role model for him. He used the platform to acknowledge the 36 million victims who have been lost to AIDS (the focal point of the movie). His unselfish closing remark contained a powerful WOW factor: “To those of you out there who have ever felt injustice because of who you are or who you love, tonight I stand here in front of the world with you and for you.” The presentation lesson: Have a killer closing.

Lupita Nyong’o (Best Actress in a Supporting Role, 12 Years a Slave): With graceful radiance, this first-time nominee’s remarks complemented her elegant stature. She spoke of how her character, Patsy, a slave, guided her in this powerful role, and that she offered her Oscar to the spirit of Patsy. She also reminded children all over the world that “your dreams are valid.” The presentation lesson: Speak from the heart.

Cate Blanchett (Best Actress in a Leading Role, Blue Jasmine): Ever-gracious, ever-gorgeous in her style, Blanchett began her remarks with humor by telling the audience to “Sit down. You’re too old to stand.” Throughout her remarks, she thanked everyone in a light, humorous style. She used the platform to remind the audience that female-centric movies are more than a niche market; that they are profitable and audiences support them. The presentation lesson: Use humor tastefully; present messages that reflect who you are.

Matthew McConaughey (Best Actor in a Leading Role, Dallas Buyers Club): The framing of his remarks, with three short yet powerful messages, each with a personal story, made McConaughey’s comments real and memorable. Those three are: Someone to look up to, something to look forward to, and someone to chase. He ended his remarks with his signature saying, “Alright, alright, alright!” The presentation lesson: Add the power and punch of personal stories to core messages.

Each of these talented actors spoke from a heartfelt emotional place. Rather than using impersonal scripted notes, they chose to be fully present in the moment and speak with sincere gratitude and purpose. In your next presentation, speak from a place of eloquence and authenticity. Your audience will feel more connected to you and your message.

P.S. – If you want to understand how to hold an audience in the palm of your hand, watch the video of Bono’s performance. You could hear a pin drop when Bono and U2 performed an acoustic, stripped down version of Ordinary Love, nominated for Best Original Song from the movie, Mandela: Long Walk to Freedom. As Bono moved closer to the audience, kneeling before them, inviting them in, and hitting those high notes, it was…sheer perfection.

Are You Managing Impressions?

Posted on by

MasksScottChanFreeDigitalPhotosnetHow are you presenting yourself to others? What impression are you making? Sociologist Erving Goffman developed the social role theory, which states that we manage other people’s impressions of us by how we present ourselves to them. In his 1959 groundbreaking book, The Presentation of Self in Everyday Life, Goffman says that as we manage other people’s impressions of us (he coined the phrase impression management), we assume and play many roles, much like actors on stage.

Impression management is defined as “a person altering or changing his/her self-presentation to create appearances to satisfy particular audiences.” Goffman says that people are the actors “performing” on a stage, using a variety of props if they choose to use them, and that they can perform for an audience or just for themselves. The essence of impression management theory is that we all play various roles in our lives. We often play several different roles throughout each day.

Roles have certain clothing and accessories that accompany them. Think of the costumes actors wear as they perform. Some roles are more closely aligned to who we are underneath it all, and other roles are a far stretch from who we truly are. It’s why we often buy a new suit to wear to an important client presentation; we want to embrace the role of a successful business executive. Goffman also says that impression management can either “hide negative attributes or enhance a person’s status” or “increase or decrease a person’s position of status.” For instance, your role as spouse is very different from your role as supervisor at work. You may manage impressions less at home than at work because you have the freedom to be your true self at home. The roles that we play require us to wear masks. Behind the mask is our real identity. With roles come expectations. As a supervisor, for example, there are certain expectations that come with that role. For instance, it is expected that the supervisor will oversee the work of direct reports, will keep in constant contact with them to measure their progress, and will offer guidance when needed.

It is important for us to understand impression management because we assume so many different roles — business professional, volunteer, community leader, friend, spouse, committee member or neighbor — and so do the people around us. Some many people manage their impressions so tightly that they become something other than who they truly are inside. When managing impressions, remember to be your authentic self. How are you presenting yourself? How are you managing impressions?

Image courtesy of Scott Chan, FreeDigitalPhotos.net

Observe and Learn

Posted on by

msnbc_cnn_logoNationally televised news media provides the ultimate positioning platform for any professional. When you accept an interview with CNN, MSNBC or NBC, you need to be fully prepared. When you are not, it can position you in a negative light. Think Sarah Palin. When she came onto the national media scene, her folksy Alaskan style was considered “refreshing” to some viewers, yet to others, it revealed a woman who was not yet ready for prime time. Her credibility was compromised. For late night television hosts, Palin’s antics provided an unending supply of material for parodies and comedy sketches.

On Monday night, Anderson Cooper, host of CNN’s AC 360, interviewed Hoboken Mayor Dawn Zimmer about her accusation that New Jersey Governor Chris Christie’s office used disaster relief funds to influence political favor. It was obvious that Zimmer is more experienced talking with local media from Hoboken than she is sitting front and center on the national media stage. She provided a teaching moment for anyone who aspires to be on national television. Observe and learn from situations like this. Here are a few teaching moments:

1. Know your key messages. Every media interview offers an opportunity to share your key messages. What are they? Are you clearly stating those messages to the audience?

2. Control your hands. It’s appropriate to support key messages with hand gestures. However, when your hands are flailing about, almost uncontrollably and repeatedly as you answer questions, you look like you’re unprepared and making it up on the fly.

3. Compose your thoughts before you speak. Zimmer started to say that she didn’t know who the head of the Dem…then stopped herself. We know she’s a Democrat. We know what she was about to say. We, the viewers, could finish that sentence. Oh my. By volunteering that partial information, she was dismantling her credibility as a Democratic leader.

4. Think before you speak. This is different from Number 3 above because it goes back to the source, the very beginning, the choice that Zimmer made before she stated her case and went public. This is ultimate power positioning at play. In the beginning, before anything is said publicly, ask several important questions: “What am I going to say?” “Why am I saying it?” “What are the consequences of saying this?” “Am I fully prepared to face the national media?”

The entire story is still unfolding and will continue to do so for weeks and months to come. Whenever breaking news happens, turn on the national televised media, sit back, observe what’s happening, take a few notes and ask, “How would I handle this?” Observe and learn.

How to Select the Right Mentor

Posted on by

ResourceWordSecond in a series.

Before you select a mentor, first consider Lesson 2: Decide what assistance you need. This will guide your selection process to find an appropriate mentor. Here are a few examples:

Are you thinking of changing careers? Find someone who has successfully transitioned from one career field to another, whether by choice or necessity. The key: Has this person made the shift easily?

Do you want to start your own business? Look no further than business owners who you already know, or consult the pages of your local business journal to find entrepreneurs who have been successful in their business ventures.

Are you trying to figure out how to climb the corporate ladder? Maneuvering the culture and politics of large organizations requires the guidance of someone who has already survived this feat. Look within or outside your organization.

Do you want to be considered for more high-powered assignments? Pay attention to people you know professionally who are working on large projects with greater responsibilities and who have credibility as a project leader.

Are you interested in getting more involved in the community? Observe who is already contributing to your community’s growth and development through boards, task forces or committees. Review their accomplishments.

Can one mentor help you with more than one of these needs? Absolutely. For instance, if you are interested in elevating your visibility, a mentor could assist you with the last three examples listed above.

When you decide what your need is, it will become clear to you who may be an appropriate mentor for you. Do your research. Interview several potential candidates to see who best fits your needs. You will know when you find the perfect mentor because you will feel the connection from the beginning. Choose wisely. Mentoring relationships can last several months or even years.

How do you begin a mentoring relationship? Ask the person you have selected if s/he would consider being your mentor to help you with your specific needs.

What Are You Reading?

Posted on by

bulldog wearing eyeglasses sleeping over a good novel“What are you currently reading?” “Have you read any good books lately?” These two common questions come up often during conversations asked by friends, colleagues or people you have just met. What you have read or are reading reveals a lot about who you are as a person. Reading also includes social media forums and news feeds, what you choose to comment on, share, recommend or post. What you are reading reflects your position as an industry leader, expert and thought leader.

If you can answer these questions with an immediate affirmative response, then you position yourself as someone who is interested in new perspectives, current trends or fresh ideas. Translation: You are an intriguing person. If you have nothing to offer, like the answer, “No” or “I’m not reading anything right now,” you may position yourself as someone who is not interested in much or does not remain current. Translation: You have nothing to offer.

One of my favorite books, discovered by accident at a local bookstore a few years ago, is Soul Pancake: Chew on Life’s Big Questions by Rainn Wilson (who plays Dwight Schrute on the TV show, The Office), along with Devon Gundry, Golriz Lucina and Shabnam Mogharabi. I must admit, it was the title that grabbed my attention. Once I opened the book, I was hooked. Like the title promises, the questions are really big and deserve attention. Did I mention that the book is also on The New York Times Best Seller List? Visit the Soul Pancake website at http://soulpancake.com for more great reading, videos and interactive activities to keep the conversation going.

Reading can stretch your thinking, challenge you, open up your mind to unlimited possibilities. What, then, are you currently reading?

Make Referrals The Right Way – Part 3

Posted on by

1WomanExcited Lesson Three: Join a “lead” generating group. In lead generating groups, individuals usually pay an annual fee to become part of an exclusive business networking group. This means that only one or two individuals from specific industries are represented.

Lead exchange groups limit the number of members from various industries, like law, accounting, insurance, marketing, real estate or interior design, to name a few. Most groups meet weekly, bi-weekly or monthly with the specific intent of delivering business referrals to each other during the meeting. Traditionally, the group as a whole gets permission from the other members in the group to share their names with anyone they come in contact with who might be interested in doing business with them. That’s different from randomly giving out names to other people without the other person’s knowledge (as you already know, I do not support that practice).

Some lead groups work better than others. Do your homework first. Get as much information about the group as you can. Talk to people who are already members. See if you can attend a function as a guest and observer. Carefully study who else is in the group. Make sure they are people you want to associate with before you commit.

For a lead group to work well, four key criteria must exist: 1. Mutual respect for each other; 2. Trust among group members; 2. High business standards/ethics; and 4. A generous or giving spirit. When those four criteria exist, the group will work well for you.

Make Referrals The Right Way – Part 2

Posted on by

Email abstractYou have available to you the gift of technology to connect people and refer them to each other. The great benefit of connecting people using electronic technology is that you have a thread of the connection, easily accessible with the click of a mouse.

Lesson Two: Make e-connections. I have met many colleagues who are in the same fields of work as I am – training, speaking, coaching, facilitation and consulting. Occasionally, I will meet a new contact and discover that there is someone in my network who they “must” meet. In my mind, it is a perfect fit. In this case, I will send an email to both of them, and make an “e-introduction.” Within the body of the email, I include contact information for both of them (name, title, company, address, phone, email) and a brief paragraph description on each person so background information is provided in advance of their connecting. It is up to them to contact each other. The intent is not just of referring business to someone, it is also to bring two colleagues together for mutual benefit. Try it. The result: People will respect you for your thoughtfulness. It positions you as a considerate business professional, one who is thinking of other people first.

Throughout the years, I have referred a number of people to each other through e-connections. People respond positively to this simple method because of the background information that is provided to them. Who do you know in your network who you believe needs to know each other? Get busy and make some introductions. Your colleagues and friends will look to you as a great resource and thank you for expanding their network of contacts.