15 Apr
12 Jun
It never ceases to amaze me how few people really understand that the labour market is indeed a market and is subject to the same rules as all other markets. Supply and demand matters and makes a huge difference to you in developing your career.
When the market is buoyant with high demand it seems like all you need is to have two arms and two legs to get a job. When times are tougher and companies start being more selective people are surprised about their lack of success.
People forget that we did not go through a recession like the rest of the world and that we are, per capita, the highest paid and wealthiest people in the world. The goods we make in Australia cost twice as much to produce than in our major trading countries. In 2003, that number was less than one. In other words we have become too expensive.
We have to realise now that for Australia to be competitive we have to be more efficient and effective which means highly productive at the current wage level and exchange rate. If we’re not we’ll lose jobs and business overseas to lower cost countries. We have enjoyed the mining and resource boom but now these are waning. Future resource projects are decidedly limited because it is cheaper to extract the resources in lower cost countries.
I am saying this so that we all understand that opportunities are increasingly limited. We see resource projects stopped, deferred or abandoned. When manufacturing ceases to exist in Australia and white collar jobs are shifted overseas more opportunities are lost.
We see “Cloud Computing” and IT innovation eliminating IT jobs by consolidating hardware and software as a shared service reducing costs considerably – and work. There will be new opportunities and new jobs created, however, the supply of lucrative jobs will be low and the demand will be high. It becomes a buyers’ market.
You need to position yourself to win.
Analysis of why people fail at work shows that more than 80% of the time it’s related to the soft touchy feely reasons, as my techno friends would say. You need to have a very friendly user interface so that people like to work with you. Too hard and you will be discarded. You need to create a demand for you. There is only one you and that is true scarcity. What you are good at and how you do it, the results you achieve and how you deal with others makes up that unique package. Now mix that up with passion and you just may have a killer value proposition.
So here are my tips
1. You must add Value
You need to have a skill or an ability that can add commercial business value to the organisation you are targeting. If your previous achievements in a particular area have resulted in commercial success you should leverage that. You have proof of your success. If you have examples that can be translated to other areas of organisational activity then you still have proof. It’s worth evaluating where your skills could add value even if it is aspirational. The very act of analysing opportunities can differentiate you from others in the job market.
Ultimately your ability to get a good job, earn a good salary and have good career opportunities depends on your value as perceived by the organisation. Don’t let them guess what you can do - show them.
2. You need to be known for something
People who have knowledge or a particular skill are sought out by others. As your success grows, so does your reputation. You create consistency and credibility in the process. You have to decide what you really enjoy doing and then become the ‘go to’ person for specifically that.
If you are starting out and yet to establish yourself, pick something and work at it. Study everything you can, model yourself on the experts and look for unique insights that can give you the edge. You will discover new ways of looking at problems and potential solutions using your skill. The mere act of purposeful discovery will yield rewards.
3. Show me the money
Having specific knowledge or a particular skill is good but how will it help the organisation you wish to target? You’ll need to show them how you’re going to help them and give them an outcome scenario. It could be anything but always seek to link it to a commercial result. You need to provide proof. Don’t be afraid to state the obvious and don’t assume that others know as much as you do.
The impact your unique skills and insights can make on an organisation may be obvious to you but others may not see the link. Make sure you state explicitly what benefits you bring.
If you can explain the value in dollar terms people will listen and will take the time to assess the value.
4. Get a sponsor
When I was younger and less wise I avoided the concept of people supporting me and providing the right introductions or advice on how to manage my opportunities. Call it what you will, foolishness, ego maybe even fear of not being good enough.
Now my firm view is find a mentor or sponsor. Someone who can help you short circuit the issues that could block your way to success. They may even open up new possibilities. The key is finding someone who will give you honest feedback. In order for this to be successful you must be coachable, be willing to take advice on-board and learn from others.
You don’t need to stop at one advisor or have the same one for years. It is not unusual to have different sponsors at different stages of your career. Having a sponsor helps you focus on where you’re going and what you need to do. They will help you stay accountable and guide you as you work along a path to achieve your goals.
Some people use successful famous figures as their role models. A better way is find someone who is well experienced. They don’t have to come from your area of work, it’s best if he or she has work life experience. Everyone feels good about giving back to the community and most people will help if asked. Never be afraid to ask.
Once you have a sponsor you have a tacit mutual obligation to each other. Use it with great respect and make sure you are a worthy apprentice.
5. Network, Network and Network
Having an extensive network of people who know you and you can talk with is one of the most underrated assets we have. Our networks can provide the source of our power and skills and the help us achieve our goals and aspirations. Being part of a network means you have to both give and receive. The best networkers are always giving and interested in helping others. More and more I see employers hiring people who have a strong network to draw on. It reflects well on you and can provide your employer not only with your skills, but by proxy, the skills of your network. It also becomes a resource pool for growth or bringing in specific talent to help the organisation.
The network does not all have to be in the same field or industry. Indeed, you need to make it diverse. Your network will also be the source of future work opportunities. When all else is equal we deal with people we know and trust. When all else is unequal we prefer to deal with people we know and trust. Build a network of trusted people who you can assist and can assist you in return.
6. Respect for All
Everyone has a story to tell and all stories have meaning and are important. Respect allows us to listen and tell our stories and build a better community.
The human condition desires both individual validation and belonging. We all need to feel respected and that our contribution has value. Anything that you do which takes away respect of the other person is a negative for you in life. It will come back on you in some way.
Showing people respect and having a dialogue of mutual acceptance is surely the Australian way.
7. Power through Humility
One of the most striking features of humility with power is in the film “Cool Hand Luke”.
Luke has a fight with Dragline, a large intimidating and powerful man. Luke is knocked down but gets up. He is knocked down again and again but manages to get up each time. He has no chance of winning so the spectators want Luke to stay down but he continues to get up. Dragline eventually gets bored and walks away. It is clear that Luke did not win the fight but he did not lose either.
This is a form of the hero story but it is relevant to us in everyday life. Life does knock us down and we need the persistence and power to get back up each time and to understand that our humility is the strength that can get us through.
When you try for that next great job think of Cool Hand Luke. Know that with every knock back, you can get up and try again. You have power, humility and you cannot lose.