Business

I’ve been burned. But not often. I learn my lessons quickly. But when I have been caught unprepared and kicking myself, it’s been when I was focused on the most expedient solution, or recessionary times have forced me to put budget before all else.

The problem? What may be cheaper in the short-run is frequently far more expensive in the long-run.

I know better than to evaluate only the immediate gains; it’s critical to look to the bigger picture and hidden costs, including the loss of good will among customers (or readers) should services fall short of expectations. Yet I’ve seen clients of all sizes turn away from thorough and carefully researched bids, that assure them:

• Expertise in the domain
• Proven record of accomplishments
• Detailed estimates and time lines
• A realistic price associated with service delivery

Why have they turned away? To take the quick bid, the low bid, the “wishful thinking” route to accomplishing their goal. Ultimately, they pay the price – in a failed project, less than acceptable quality, or cost overruns due to oversight and lesser-qualified resources.

Life

For some of us, we are subject to these same behaviors in our personal relationships and everyday transactions. We make the credit card purchase before writing a check, we don’t verify online security before putting private information into an unsecured web site, we do not proceed with proper reference checking when it comes to a real estate agent, an attorney, or even a babysitter.

We know better than to do these things, but we do them anyway. We’re strapped for time and cash, and pushed over our limits.

But in the long run, not paying attention is generally the wrong choice.

Seeking Value

Whether you are considering the choice of an internet dating site, a great deal on a pre-owned car, a new house (for the low, low price of… due to the economy) – or a business partner, vendor, supplier, consultant – look beyond the low bid, the speedy solution that sounds too good to be true.

Value has to do with maintaining

• customer good will
• accomplishing short term and long term goals
• competitive advantage
• stability and security
• customer loyalty
• growth potential
• long term profitability
• long term success as goals evolve

I could apply any of these concepts to one’s personal life as well. Isn’t this what we seek in friendships, in marriages, in any relationship in which we are engaged?

Don’t go for the quick fix unless it is the right fix. Do your homework. Don’t get burned.

© Debra Wolf

The Sharpened Eye

I was recently reading about the practicalities of making a Life Plan post-divorce. That’s probably something I should have considered following my own divorce, but I didn’t. And I haven’t done so, explicitly, since. Here’s why.

A Life Plan is something I did try my hand at in my teens and twenties, before the term was even in use. I was simply doing what came naturally. Planning. And that meant identifying

• my goals
• how to achieve them
• contingency plans
• resources needed
• possible contacts to help
• a desired time frame
• measurements for accomplishment
• periodic assessments to make adjustments.

I suspect the basics of a life plan haven’t changed much in 25 years, but now we talk about these things, in terms of life coaching and professional coaching. We also have software (and very skilled, certified Life Coaches) to facilitate the process – and broaden it.

It’s useful that we remind divorced men and women to look at these elements of planning and evaluation, in light of all the changes that occur when marriages end. This is particularly important if children are involved.

The view from here

Planning skills are certainly helpful in high school, college, graduate school, and in the workplace. They’re even helpful in one’s personal life, and certainly helpful when raising a family. This is when the “juggle” gets especially complicated; multiple (conflicting) schedules often mean compromises to career, financial implications, and personal dreams. Teamwork and communication become essential. It’s all part of successfully parenting.

When you’re parenting on your own, for awhile at least, all bets are off. That’s been my situation, as professional endeavors were orchestrated around the responsibilities of single parenting. For many years, I managed it seamlessly (to the outside world, at least). And some years, it was more of a challenge.

When all bets are off

When you’re dealing with many elements over which you have little to no control, many of the assumptions built into life planning don’t apply. In the best of all possible worlds, your goals and tasks become guides. Frustrating? Of course. And then what?

In this economy, with parenting constraints, logistical (geographic) constraints, and budgetary realities, how can a Life Plan be used in a more flexible context – to facilitate, educate, and improve one’s situation? How can you avoid getting stuck in tasks that no longer make sense, or don’t reflect current reality?

Suggestions

I mentioned to friends awhile back that all my planning was being tossed out the window. So much was beyond my control that the neatly laid out objectives and steps to achieve what I wanted had nothing to do with my real life. I was throwing out folders and lists, and going with the flow. I was over it. And over my head trying to work in a box in which I no longer fit.

• Of course I’m not throwing out my planning skills.
• Of course I still have ambitions, responsibilities, details that require monitoring to not lose track of them.
• And I am adopting a go-with-the-flow attitude, much more than ever before in my life.
• As for the services of a certified Life Coach, if one happens into my world – I’ll certainly be listening!
• And if you’re looking, be sure to find a certified professional life and business coach, according to your needs.

Somehow, I think a rigid plan of any sort stifles creativity, and may cause you to overlook an opportunity. Highly structured plans may be possible to follow when you’re younger, but they often don’t cut it when your world grows more complex. Creativity and spontaneity thrive when you don’t bind yourself up too tightly in your expectations, or what worked 10 years ago, or 20 years ago.

An effective Life Plan, in my opinion, must allow for the unknown. And you must be nimble enough to recognize an opportunity and act on it.

That also means growing comfortable with more risk, less data, continuous learning, and even making a bit of a fool of yourself. But last I looked in the mirror – that hasn’t killed me. It has, however, taught me a few life lessons I’ll never forget.

A parting thought

Whether your planning for yourself, for your children – personally or professionally – my suggestion is to go light on the “musts” and heavy on the backup options. Make connecting and staying open high on the priority list when it comes to personal qualities and resources you need to succeed.

That’s my advice to myself as well. And I plan on taking  it.

© Debra Wolf

The Sharpened Eye

Here’s a terrific article on the relationship of content and context, from Copyblogger. Read and profit!

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The Sharpened Eye

When I go into someone’s home, I look at the books on their shelves, and the art on their walls. Or lack thereof, in both instances.

As for books, let’s just say that the more the better – whatever the subject. A home without books – to me – feels empty of a certain quality of life.

When it comes to the walls, I understand that many people are afraid to buy art. They feel they need special background or knowledge, and they have little idea if they’re overpaying, or even if they’ll still like what they choose a few years down the line. I wish more people would just buy what they love – with a bit of due diligence – depending upon the price!

I can always tell when the art is decorator-provided (to go with a new sofa or paint color), and even – to some extent – if it is investment-based, displayed in order to impress, or acquired for value. Of course, a combination of all of these things may be present, and there’s nothing wrong with any of them.

I’m just happy when I see art on the walls! But I especially love seeing art that seems a personal choice, a reflection of a life ongoing, family history, and taste. And “investment art” nonetheless speaks volumes about a belief that art is indeed a worthy investment!

In fact, I think “art smarts” – a knowledge of the work you like,  buy, and retain (particularly if its cost more than a few hundred dollars) – ought to include

• knowledge of the artist and his / her themes, CV, etc.
• knowledge of the period, if applicable
• authentication and documentation (applicable in some instances, less so in others)
• information about age, condition, framing, and ongoing care
• proper valuation and insurance

Certainly, we don’t all have collections; we have art we love – and it’s wonderful to be surrounded by it, or even have a single beautiful painting or sculpture that makes us feel good. But if you are considering collecting, it’s important to know that it doesn’t have to be daunting or even terribly expensive. There are some basics to buying art; I wrote about many of them two years ago, in France magazine, in the context of purchasing art overseas. Those principles are just as appropriate in the US.

Some of the artworks I have were gifts from friends, and I love them because they are about friendship as much as the work itself. Most of my art comes from days long ago, when I was actively collecting, and in some instances the art that drew me to it also brought me into the life of the artist. And so – an extraordinary painting may have brought me a friend.

Other works simply struck something inside me. Asked questions I couldn’t answer. Dazzled me with color, texture, form. Bowled me over with sheer mastery of technique. I love the work on my walls, and it isn’t about what it cost, or what it’s worth – it’s the perpetual journey and relationship I have with the works in question. They nourish me, creatively. They keep me company. They connect me to other lives, other ways of thinking and seeing, other places in the world.

What’s hanging on my walls is definitely not for everyone. I love “outsiders” and also abstraction, as well as contemporary realism. I don’t believe art has to be about pretty pictures, or even recognizable ones. But everything appeals to me – and the art is a reflection of that.

I think most “collectors” feel these things – and naturally, knowing that what’s on your walls holds its value is a good thing; that it increases in value, even better. But more than anything – the pleasure of the experience, each day, has to do with a joyful celebration of the sensory and the cerebral. Something I’m glad is part of my everyday life.

Last, but certainly not least, for parents there’s nothing quite so precious as “kid art” – whenever it may have been done, and my sons’ artworks figure into my collection as cherished pieces.

© Debra Wolf

The Sharpened Eye

© Debra Wolf

Are you considering a wider range of opportunities with each passing week?

No matter how much time has gone by since you began your search, don’t forget the basics. Check out your potential employer, recruiter, or agency. There are plenty of ways to do so, and lots of less-than-legit situations out there.

Internet Marketing Positions

You’ll see numerous entry-level sales and marketing positions these days, on almost any job board. Some are legitimate. Others are not. Be careful.

Internet marketing scams abound, and sales positions – if you receive no training, no assistance with lead generation, insufficient support to close deals, hand them off to service or fulfill them – may leave you at a loss.

Do your due diligence!

• Check out the company on the Internet by using Google or other search
• Check out the company’s web site for completeness, length of time in business, executive team, customer service, quality of products and services
• Check out the company through Facebook presence and  Twitter including by searching on the company name to hear the “buzz”
• Use Ripoff Report or other similar tool to scan for complaints (and rebuttals)
• Use a variety of terms (below) to verify in more depth.

Franchise Opportunities

Are you a run-your-own-business type, and operationally oriented? Are you considering a franchise opportunity?

Again – due diligence. Learn everything you can about the franchise organization, including searching the internet for issues of ongoing support and training. Also look for related communities and read the discussions pertaining to working with and for the organization.

Be sure to check out the franchiser for legitimacy – as you would any employer. This is even more critical if you are expected to put your own money into the pot!

Franchising is a good opportunity for some, but only as good as the market demand (and competition) in your area, and the support and training you get on an ongoing basis. And remember – when it comes to franchising – know yourself – and what entrepreneurial and operational business skills you have. This isn’t for everyone.

Entrepreneurial Opportunities

Right now, on legitimate job boards, you’ll find all kinds of opportunities to work from home, start in entry level positions and rise rapidly, join newly formed organizations, contribute to brand new publications, and so on.

In some instances, an investment is mentioned.

Be wary!

Again, check the company’s web site, use Twitter and Facebook to see if things feel legit, and read what employees, partners, customers and the press are saying.

Even if you’re using an employment agency or recruiter, this is necessary due diligence. And do the same for the agency or headhunter!!

When looking for clues to an opportunity’s legitimacy, use Google or other search engine and the name of the company, the name of the placement agency, along with:

• scams
• ripoff
• support
• feedback
• customer service
• customer reviews
• complaints.

For example:

• “Company ABC customer complaints”
• “Company XYZ scams”
• “Company 999 Twitter”

Follow the various threads, and read!

There are real opportunities in the marketplace, and also plenty of scams out there right now. People are hard hit in this economy and vulnerable; if not outright scams, you may find yourself looking at something that is a far cry from the supported or professional operation that you anticipated.


© Debra Wolf

The Sharpened Eye

© Debra Wolf

There are no easy answers in this economy. So forget the charming checklists, the 1-2-3 of whipping your resume into shape, the dashed off dialogue to practice in front of the mirror so you come across as an energetic and informed applicant.

There’s nothing wrong with any of that. But it just isn’t enough any longer.

A few hard facts

You may be highly qualified, perfect for any number of jobs, but so are 300 other candidates. Or more. And they simply may get there first. It’s not the same game it used to be. 

• Many jobs are never posted. Having connections inside organizations is the best way to know what might be opening up, and jump on an opportunity.

• HR staff and recruiters are inundated with resumes in the best of times. Poor economy and an abundance of available talent on the marketplace? They receive more than they can possibly process.

• The old adage of “have a job to find a job” remains as true as ever, giving you the confidence to sell yourself more easily. You also “look better” on paper, because whatever the reason, you haven’t been the casualty of a layoff.

• Too late? All I can suggest (no guarantees in anything anymore, and don’t let the “experts” tell you otherwise) – change the game.

Same behavior, same result

Been using the job boards? Getting nowhere? Have you revised or refashioned your resume a dozen times or more, updated LinkedIn with references, connections and groups, and still no go?

If Behavior A yields Result B, and you want Result C, does it make sense to keep trying to accomplish C by executing on A?

Is it time to change fields? Have you done so already? Is it time to clearly identify three things you’d love to work at? Five?

No easy answers

Millions of us are struggling with keeping our heads above water in this economy. And there are 26 million unemployed – that’s reportedly unemployed. There are millions more that have long since fallen out of the statistics that are tracked, not to mention the “underemployed.” Can anything help?

• Opening up the “boundaries” to other career possibilities (and changing your lifestyle if needed) is something to be considered. Seriously. But you must know what you want to do if you are to convince an employer, client, or venture capitalist that you have what it takes to do it successfully. Make sure you know the one thing, three things, five things that you can and want to do in your career – whether it’s a change, a pipe dream, or what you’ve done for the past 15 years.

• Awareness (if not use) of social media can help you broaden your network of contacts beyond “usual” borders. This is automated word of mouth; it can’t hurt. Try it. But remember that part of the key to social media is providing information – not just throwing yourself or your services out there!

• If you’ve worked your growing set of LinkedIn contacts and you aren’t getting anywhere, in my opinion, it remains a viable source of expanding contacts. Perhaps you need a new approach in introducing yourself and your skill sets?

• If your resume really doesn’t seem to be working – it may be defying the “old rules,” but try something new. Keep the facts legit, but position differently, use a dramatic layout, an energized and unusual cover letter. Do keep in mind the industry you’re in. What will fly in high tech won’t in banking.

• It is now even more difficult to get internships of any sort – but not impossible. If you’re on the low end of the experience scale, any work or internship is better than none. Ever considered mentoring part time, tutoring, volunteering, even at a high school? At a facility for elder care? At a hospital? Anything that expands your experience – especially in a distinctive manner – will help get you noticed.

The conundrum of overqualification

Overqualified? Or living in the wrong part of the country for what you do, relative to the number of positions around? Stuck to that region due to family or other obligations?

This is a situation that is particularly grueling. You’ve proven yourself in the workforce over and over again, and you can’t compete – or so it seems – against younger, less qualified, ostensibly “cheaper” resources.

Change the game

For many segments, today’s job marketplace is a crap shoot. If you can’t get a foot in the door (much less a response to an application), are you really going to keep trying the same old methods? Change the game. What have you got to lose?

• Do you have skills that are distinctive, even if they need brushing up? Are they skills where there is a market demand, somewhere? Think! Make lists. Remember what your passions were in college. Did you pursue them? Would you still like to? Can they make you money?

• Is there something you could teach, speak on, write about, build? And do so while not abandoning the job search entirely, through its more usual means?

• Do you have the money to go back to school and get certification in a field that is hiring?

• Have you really used friends, family, neighbors as connections? Have you presented yourself to them in a positive light, with all the things that you can do in the workplace? Do you even know which of your neighbors works where?

• We go door-to-door with our children, smiles, and silly costumes at Halloween. But how well do we know our neighbors, or what they do for a living? Do you know if Mr. Smith works at a  bank in town? Or if Mrs. Jones who smiles as you walk the dog is a partner in an advertising firm? Either one may be in need of an accountant, a copywriter, a sales associate, and the job isn’t posted yet. Why not introduce yourself, and leave a card? Then follow up periodically.

• Have you told your kids’ teachers that you are job searching? Or the school administrators? In this economy there is absolutely no shame in being out of work. If you’re embarrassed, toss that pointless emotion aside! It’s in your way, and you need fewer obstacles, not more.

• Present yourself and your skills, your willingness to help and to learn – calmly and succinctly. Exchange cards or emails, connect in LinkedIn, and, again, follow up.

• The same possibility that I suggested for those with little experience applies to the “overqualified:” local schools, hospitals, elder care facilities often want assistance for their communities. You may be able to teach. Whether it’s for pay or volunteer, it’s better than the hours you’re on the job boards going nowhere, isn’t it?

Any more “change the game” ideas to throw into the mix?

Whatever you do – stay busy. Unemployment breeds depression, anger, loss of confidence, and exhaustion – all of which are counterproductive when you’re looking for work. Staying busy – preferably learning something or sharpening skills – reminds you that you’re competent, and that you CAN get back in the game. It just may be a new game entirely.

© Debra Wolf

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The Sharpened Eye

But I’m concerned

I have two concerns with social media, social networking, and the “friend model” of marketing. These are impressions – not based on any statistical data.

• First, as one would expect, we’re still at the growth and noise stage. We’re picking, and picking through a variety of tools, partners and suitable methods of both enjoying and taking advantage of these communication communities – their low cost, their viral nature, and their immediacy.

• Second, there seems to be a lot of talking going on, but what about listening? Not so much.

Finding our tools; filtering noise

The first issue will eventually shake out. Our teenagers may have pioneered these networks, but entrepreneurs, non-profits, and corporations have been jumping on board at an increasing rate, as trade organizations and specialized marketing communication firms offer seminars, webinars, and consulting services to help us get our feet wet. And a growing set of tools help expedite marketing and customer service through these pervasive 24/7 channels.

The second issue is a different story. Human nature, the nature of marketing, our instant gratification culture, recessionary pressures, and then some…

Cross talk makes me cross

I’ve spent many hours on Twitter over the past few months, within various communities (business, arts, writers, daters), and in two languages. I’ve done some talking, and also some listening. At least, I’ve tried to do some listening. 

I’ve read (and heard) some of the success stories on Twitter. They’re convincing. And I personally prefer its security and targeting to the more “open” environment of Facebook, despite its 250 million users!

But that’s a personal preference, based on my needs. (And some research shows that it is one shared by women; an issue of privacy.)

I see the advantages to all of them, but especially for Twitter,  not only to find individuals with similar interests, but to connect to and with organizations as a potential customer, or as potential client for my services.

Talk is cheap – and powerful

On Twitter, people “tweet” – or talk – in 140 character strings, and with the benefit of including links that are reduced to small URLs through tools like TinyURL or Twit This. Through these phrases and referred links, people flash headlines back and forth at each other, pointing to sites and blogs where they can talk more fully.

For large companies and start-ups alike, it’s a potential customer service / PR nightmare – or dream. Because if the talk is good, people anywhere and everywhere will know it. Immediately. But the voracity of the information? Credible sources? That’s another problem. Misinformation can also spread like wildfire.

Smart usage

Smart organizations use Twitter as a method of direct communication to customers. Software like HootSuite (and others) facilitates managing Twitter profiles, targeted tweet lists – and allow marketers to do the things marketers do.

And to convey real-time information? What better method than something immediate to let someone know of a delay, or a sale, and set expectations (or excitement) accordingly? That kind of talk is ideally suited to Twitter – short and to the point.

But those who are marketing their services, endlessly? Where every tiny URL is a pointer back to their site, their branding, their blog?

Even smarter organizations are using Twitter as a means to listen, to their customers, and the marketplace – even through the chatter.

My experience thus far

I’ve dabbled in some of this “marketing to an audience” as well, but with mixed feelings. Why? Because I want to add value. Real value. To an interested audience, that will benefit from what I have to say, and from my services.

One of the advantages of Twitter is the ability to target an audience. Hashtags – a # symbol before a word like “marketers” or “importers” – or even a string of terms like  #single #moms – and you can reach those who associate themselves with those groups. You can ask them questions, or catch their interest with a quiz, a question, a coupon location.

It’s easy. It’s flexible. But as I hover in the twittersphere looking for things of real value to me, I find I’m in a sea of self-marketing, bombarded from every side.

Thus far, I’d estimate that 2 in 10 tweets of those I’ve clicked through (to a site or blog) have proved to be of interest. 20% doesn’t seem like very much. Then again – compare it to a direct response rate! Then it’s great response to a marketer – whether the click-through ever “converts” to business or not. Presumably, there’s at least awareness, and potentially, something will stick.

The irony?

I’ll tweet this post. And hope for some comments. Then I’ll be quiet for a bit. I’d like to do some listening. Some real listening.

Besides, even little birds must sleep.

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© Debra Wolf

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The Sharpened Eye

© Debra Wolf

In the job market? Looking for new projects or new clients? Or wondering how you’ll sell your bid in a competitive scenario?

Selling ourselves is part and parcel of daily life. Not just in the business world. You sell yourself when applying for a grant to make art, or an application to graduate school.

We sell ourselves – directly or more subtly – in almost everything we do, including in our personal relationships.

The difference between marketing and selling? Discussion for another day.

But for right now – think of selling yourself as putting positive energy out there – about what you have to offer. Your brand, your products, your services, your help or participation, even your friendship.

Here are a few unconventional tips and a few more expected ones. These are things I try to keep in mind, if faced with flagging self-confidence, monumental competition, or a set of challenges that would make Goliath pale at the sight of them.

Selling yourself through sense and senses

I want: It’s a simple idea. Why am I here in this competitive situation? What do I want? I repeat to myself, with conviction, “I want…” For example, “I want this sale,” or “I want this job,” or “I want this story to make magic.”

I am: It’s the next logical variation of I want. I am the best possible person for this job/grant/school/task. Or perhaps it is I am the only one who can bring the special touch needed for this work. It’s a mantra to reinforce self-confidence, and to recognize your special gifts and experience.

I see: I remind myself of the reasons that my vision, work ethic, talent, and determination make me the best candidate to land the immediate prize, and to continue to produce at a superior level. I also use “I see” to keep my eyes open while engaged in dialog – for opportunities, and for underlying agendas.

I feel: I feel strongly about what the job or task at hand seeks to accomplish. In other words, I genuinely believe in its value. I feel strongly about working in Legal Aid. Or, I feel at home assisting artists and museums; art is essential to our humanity. Authentic conviction brings a higher level of effort, and the best possible results.

I know: The ultimate unifying statement; the knowledge in my gut that I can do it. I know I can complete this project on time and under budget. Or, I know I was made for this challenge, and what I don’t know now, I’ll figure out along the way.

Selling yourself – traditional tips (but they work)

Be prepared: Do your homework on what motivates your target – whether she’s a museum curator or a CEO. Understand her concerns and needs, and enter the discussion armed with knowledge – and well-considered suggestions. This is the flip side of “I want.” It’s recognizing “You want” and “You need” in the person or organization you’re selling to.

Big picture: What if you don’t currently possess all the necessary tools for the job, grant, or task you are competing for? Are you a quick learner? And can you discuss that vital skill? Aren’t you still the best possible solution for the long run? If talking about your qualifications, keep the big picture in mind – and remind whomever you’re selling to / talking to that in the grand scheme, you’re the best for the task at hand.

Highlight the positive: Resumé a little sketchy? Things you’d rather not discuss? Then don’t. You can always find positive ways to phrase challenging life experiences. For example: A year-long gap when you were out of work, positioned as “During my job search, I took advantage of time to gain skills in social media, and became certified in XYZ.”

Think yes, say yes: Whatever you’re selling, it is in some way an answer – a solution. To a business problem or a personal need. Think of what you bring to the table as a big YES to what your prospect needs. Think yes, and whenever possible, say yes.

If you really can’t provide the specific item being asked about? Try to find an alternate solution that might work, or if necessary, dare to suggest a means to bring another’s solution to the table in concert with your own. You’ll be demonstrating commitment to solving the problem, creatively, and that’s what it’s all about.

Be real: It’s a sophisticated world. And an overcrowded one when it comes to competitive choices – whatever the field. Be authentic. Anything else won’t cut it.

The Sharpened Eye

Is it a matter of sticking to the basics, and then some? Focus, efficiency, organization – in the face of increasing workloads and company pressures?

Check out this BusinessWeek Special Report.

Let’s hear what you think. And ideas you might have on how to manage your multitasking.

Pack your bags.

Been to Paris lately?

Pulling from its own collections, the Centre Pompidou shows off luminaries of 20th and 21st century art who happen to be women, in elles@centrepompidou. This expansive exhibition is up through May of 2010.

On view are more than 500 works by over 200 artists, including Louise Bourgeois, Joan Mitchell, Sonia Delaunay, Frida Kahlo, Dorothea Tanning, and Maria-Elena Vieira da Silva to name a few.

I haven’t seen it yet, but apparently, à ne pas manquer – not to be missed!

So plan your trip!