Kevin W. McCarthy

The Professor of On-Purpose

Career & Work

What Is In Your September Plan?

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(This video mentions the year 2010. No matter the year, having a September plan is good for your business.)

Summer is almost over.

Many of us are just returning from vacation and others are just getting ready to close out the summer by heading on vacation. We’re executing on our family and personal plans put in place some months ago. Don’t you just love it when a plan comes together?

Northern hemisphere is highlighted in yellow a...Image via Wikipedia

September in the Northern Hemisphere provides a restart of sorts.

It isn’t like New Year’s Day, but in a sense it can function much like it because it gives us the opportunity to finish the year strong. September is a time to reboot the business.

From now until New Year’s Eve is a great stretch to really make strides in your career or business.

But you need a plan. So let’s talk about a September Plan.

With just a couple of weeks left in August, let’s get our heads ahead of the game and start making plans today for September through the remainder of the year.

  • What do you want to accomplish?
  • Who do you need to see?
  • What decision do you need to make?

Plan now and you’ll hit September in full stride and have the momentum to carry you through the fall and into the first days of winter.

What Is Your Cost of Poor Direction and Communication?

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At a client management roundtable I facilitated, the participants emphasized the lack of direction and communication. Their sentiments were echoed and validated by an employee survey. When asked to perform a financial assessment on the cost of poor communication and direction, within two minutes these leaders had calculated over $12 million in costs or 25% of the company’s gross revenues.

Is this high cost an exaggeration? Not at all. Their experience is typical.

Through the years I’ve invited clients to assess the cost of being off-purpose. Consistently, it is a breathtaking percentage of revenues. Here’s why: every line item on the financial statements is affected. The effect, however, is mostly indirect so the true cost is out of sight on the typical performance metrics.

Broadly insufficient direction and communication reflect on the top leaders. Experience tells me it isn’t that the top leaders won’t direct or communicate, it is that they don’t know what to communicate.

Direction and communication are deep strategic matters residing in the office of the CEO and C-suite.

Purpose, vision, missions, and values form the basis of core strategy that informs the business plan. Generalities instead of strategic clarity muddy direction and communication. When the leadership and management team are fuzzy, then the supervisory and frontline people are left guessing what to do.

Interestingly, those who “guess” better than most, get promoted. They imagine being in management will give them the opportunity to manage better than they were managed. In fact, they soon discover they’re just closer to the source of the problem and are even more exposed to the risks of managing through the mud. This can lead to a feeling of being squeezed between upper management and frontline workers.

On one hand, one wants to be loyal to their employer; yet, on the other hand, it is really hard to defend dumb policies and procedures with no basis of strategy or logic. In top management’s defense (to some degree), it is a fine line to walk between leading and managing versus dictating and micromanaging.

If you are the CEO, figure out your strategy and direction and commit yourself and your team to being true to it. Sell it consistently with great internal communication and reward right behaviors.

One of the great movie lines of all time comes from the movie Cool Hand Luke starring Paul Newman. The chain gang prison captain says to Luke after rendering a whipping on him, “What we’ve got here is … failure to communicate.” Watch Video.

Indeed, we do have … failure to communicate. Imagine being in my shoes and seeing huge gains and savings to be had in a business, yet the leader is out of the comfort of his or her experience or they assume they are communicating.

Expecting others to be mind readers is frustrating for everyone.

Purpose is the beginning of clarity in life and business. It pays big dividends to be on-purpose.

 

 

Have You Had Your Profit Epiphany?

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Profit-making has a bad rap.

Too often we associate profit with greed.

Truth be told, greed is an attitude of the heart that is often revealed in business but isn’t inherent to being in business.

If your heart’s desire is to truly be of service to others, then greed is likely not going to be your problem. Your challenge is just the opposite—you run so far from the appearances of greed that you overdeliver and undercharge so often that your business is hanging by a thread. Check your mindset and see if I’m right!

This On-Purpose Business Minute may be just the message you need to hear to awaken you that it isn’t your marketing, sales force, or operations that needs the adjustment—it is your internal posture about profits in need of repair. 

 

How Do You Get the Job of Your Life?

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Note: This On-Purpose Minute first posted on Nov. 27, 2009, and remains relevant today to finding meaningful work.

This On-Purpose® Minute is geared toward helping you find meaningful work where you can be real, prosper, and make a difference regardless of your employment situation. For coaches, consultants, and solo owners — with some translation — what you learn here is also true for finding meaningful “client work.”

Recently, a corporate recruiter I met shared that for every job her company posts there are 300 applicants. In the face of such competition, how does one sparkle like a diamond?

It breaks my heart when I see job seekers playing the numbers game of firing out resumes and job posting on bulletin boards for any job opening there is. While I agree that any income is better than no income, they are playing a very low percentage game that far too often produces a less than desirable Business like tennisoutcome for everyone involved. It is a poor investment of their time.

In this On-Purpose Minute, this “backward” approach is illustrated with the tennis balls as 3–2–1. Conforming oneself to fit the job may be an applicant’s sincere and hopeful effort, but it is generally an un-strategic and unproductive activity.

Chasing a paycheck and benefits while ignoring who you are, sells everyone short—especially you. It is likely you’ll too soon find yourself on the job turnover cycle unhappy, defensive, and shrinking in your role. The effect is a depreciation of who you are and a growing loss of confidence.

Instead, the 1–2–3 strategic plan builds upon the On-Purpose® Approach by beginning with your purpose (who you are and becoming) and then adds searching for the best places or opportunities for expression. Rather than a job, you’re looking for a position. A position is a proper fit, a launching pad, and a meaningful place where you can make a difference.

Yes, in searching for a position, it is demanding to have to think through who you are and what truly matters. It is even more demanding to do the research on employers where you are a better fit. And just because you’ve found what appears to be a great fit doesn’t necessarily mean you’ll get hired. Admittedly, because of our investment in researching the company and position, the rejection stings all the more.

Despite all these hurdles and emotional risks, you’ll gain a lot. You’ll learn more about yourself and how to market and position yourself for a higher probability of success. You are more likely to make a positive impression and build a relationship that just might open the door to your next opportunity. Of course, the ultimate reward is finding a position where you are valued and expanding into your promise and possibilities. The effect is an appreciation of who you are.

If you must play this numbers game, don’t do it exclusively. Know who you are and target your search to your heart’s desire, your head’s understanding and vision, and your skill set.

Need some help sorting it all out? Check out MyWork-ONPURPOSE.com.

Here are some tips for positioning yourself for your next best employment situation:

  1. Know your 2-word purpose. Go to www.ONPURPOSE.me and in just a few minutes you’ll know your life purpose.
  2. To find the “job” of your life, your first job is your life. Be a personal leader of your life. Take responsibility for your attitude, appearance, and presentation. Have you written your personal purpose, vision, mission, and values? Given age appropriateness, do you really know who you are?
  3. Think in terms of how best you can help the employer accomplish their goals. For example, figure out ways that you can help your potential employer to: make or save money, grow sales, create a better working environment, improve customer service, or innovate.
  4. Use the Think Inc! mindset (read The On-Purpose Business Person). In other words, approach the open position as if it was a business, not a job. And you are the president of the business. For example, if you were applying to be a receptionist for a company, pretend that you are a “receptionist consultant” who comes in and looks for ways to improve the performance of the job so the company and people around you are benefited.
  5. Add value to the relationship. If in your research, you’ve found a potential employer that offers acceptable pay and benefits, then take the focus off of what you can get from the job and immediately look for ways where you can make a difference on the job. Oddly, this means you’re going into the process asking most of the questions instead of answering them. Uncover where you fit and can contribute.
  6. Have your LinkedIn profile up to date and written in such a way that it is a marketing piece, not a resume. Have a friend who actually hires lots of people review it and take their candid feedback about what works and doesn’t.
  7. When you find a target employer, research them. Go online and read their strategic statements of purpose, vision, mission, and/or values. Dig into their culture. Scan the Annual Report. Understand their strategic initiatives. Find the names of people who work in areas of your interest paying particular attention to VPs and Directors. Research their industry. Understand trends, jargon, terms, and what the hot topics are. Be knowledgeable, but don’t try to fake expertise or pretend you know more than you do.
  8. Leverage your social media connections like LinkedIn to find people who work in your target company. Don’t call or connect with them about needing a job. Instead, pick up the phone and say something like, “Can you offer me some insight about your company?” Listen for them to say yes or ask how. Then say, “I’m considering coming to work for your company. I want to know what kind of place it is to work for before I go any further with my position search.” Have a couple of company-specific questions to ask and then listen. For example, “Your annual report says you’re expanding your XYZ product lines into the ABC market. If you’re free to discuss it, what are the opportunities and challenges associated with this strategic move?” Another question: “Your online career center says your company offers ample training and upward mobility; please share with me, what has been your experience?” Create a sincere relationship, not a ploy to ask for a job. In fact, don’t ask for a job. Respectfully and politely ask for insight, guidance. If you make a great impression, you might have an internal champion. Close the call by asking for permission to call back again if you have more questions.
  9. Be bold, not brazen. Once you’ve determined through your research that you can truly add value to the company, then go in with confidence versus your hat in your hand desperate and begging for a job. Confidence matters. In your preparation, you’ve figured out how you can make a difference in their area of interest. Therefore, ask hard questions to confirm or adjust your understanding of your positioning.
  10. Express your sincere interest in the position backed up with genuine reasons why you fit their culture and strategy plus how you can contribute. For the receptionist example, “I’m very interested in the receptionist position because I can already see ways that I can organize and streamline the flow of people and information that comes in and out of the company front door. Meeting new people is something I love to do and just sitting in the lobby I could see the interesting mix of people who come to the business.”
  11. Have fun. Researching and learning about companies via their public and private personas is interesting. Remember there are no perfect companies so you’ll learn the good and the bad. Your knowledge is power.

So let me know how your “job search” goes.

Be On-Purpose!

Kevin

Are You Engaged In A Business Innovation and Re-Invention?

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Note: The On-Purpose Business Experience is now called ONPURPOSE@WORK. We don’t have any scheduled yet for 2017.

Business innovation and re-invention have sex appeal. Shoring up your market niche, refining your business processes, honing your marketing, improving your understanding of your customers’ needs, and becoming a world class expert demand hard work, attention to detail, and faith—in other words, not so sexy!

Business innovation is a great concept, yet in execution, I’ve generally seen that most businesses innovate and reorganize out of weakness and innovationboredom instead of strength and passion. That means they’re fixing what’s broken and calling it innovation when in fact the fundamentals weren’t in place as is. Hopping from idea to idea is symptomatic of an unsettled and non-strategic business owner prone to chasing squirrels or shiny new objects.

Have you gotten caught up in the frenzied strategy and talk of business innovation and re-invention? Innovation and re-invention make for sound bites, but they just don’t replace a good old-fashioned ethic of working hard, caring for the customer, rewarding the employees, and creating a better value at a better price that focuses on serving people extraordinarily well. Yet, capitalism works!

Small business owners—in particular—are susceptible to the allure of innovation and re-invention. I’ve advised far too many business owners over the years whose “grass is always greener” mentality prevents them from benefiting from years, sometimes decades, of investment and effort to build a business. I have yet to find a small business that couldn’t be improved by at least 10% if it just stopped talking about itself and actually marketed itself in its customers’ self-interest.

I believe everyone is a leader of something. It starts with their own life and radiates outward from there. I also believe that everyone has genius designed into them where they are amazing experts.  

I’m an Apple Mac fan. When you walk into an Apple retail store you’ll discover the Genius Bar where you can get help with your Apple purchases. Apple gets that people have a genius about them so why not get help from fellow geniuses?

Here’s an example from our local community. A few years ago Judith, my wife, and I walked Hamlet (our dog) to the Winter Park Farmers Market to browse and get some fresh vegetables. There was a gentleman, Mike Mannix, selling homemade organic vanilla bean extract. I asked Mike how he got involved with starting his business. Mike unraveled an amazing and romantic notion of vanilla beans in history, how they are cultivated and harvested in a few places in the world, and why vanilla beans were so expensive and special. Wow! Talk about a passion for his product. Mike may be one of the top 100 experts in the world in vanilla beans. Does it matter? To me, he was the #1 expert in the world. I trusted his expertise within 5 minutes of meeting him. Order from Mike at Mannix Vanilla.

You can be that same specialist in your business or industry—the person who is highly regarded by peers and customers alike for your expertise. Follow your passion, be odd, look crazy, see the world differently, be yourself, trust your instincts, make a difference!

Hey, look at me! I am the #1 expert in the world in helping people be on-purpose. That isn’t boasting; that’s quiet confidence because I’ve been at this since the late 1980s. I’m shoring up my business to go deep in order to help this message go more places.

How much more innovation and re-invention do you need? If you love what you do, then double down your efforts, pay attention to the details, and become a better marketer. Learn how to sell. The rest will take care of itself.

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Great tool: How do you go deep? In The On-Purpose Business Person, you’ll find The Service Model. Here is a method and model that will help you to look below the obvious front line of your business to get to the depth of building a sustainable and profitable business. For less than a couple of bucks, you can gain access to this tool and built-in instructions all on one page. Imagine having your entire business strategy and plan laid out on one page!

Use this tool to rapidly think through, structure, and show the relationship of the different hats you wear as the head of a business or a career. By the way, every job is actually a solo owner business!



Are You An Explorer?

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Age doesn’t matter when it comes to developing the attitude of being an explorer. Adventure is most often associated with youth. Let’s not, however, confuse inexperience with adventure. To be an explorer of life is to see life as an adventure versus a chore or time served on the planet. I know adventurers who are 9 and those who are in their 90s. The choice is yours.

My friend Mel Kaufman is 93 and he’s a remarkable explorer with the wit to match. Mel writes short stories that are long on wisdom and insight. Many of you downloaded The Kaufman Christmas Collection for free … and it’s still for free. (Hint!)

After my On-Purpose Minute, How Do You Manage Disappointment, Mel wrote me the following: “Disappointments are like failure; they are of no value unless we learn from them. Henny Youngman said, ‘I went to a psychiatrist and finally found my self. I was very disappointed.’” Now there’s a lesson and a laugh. It doesn’t get much better!

Cultivating a spirit of curiosity about the world is a noble endeavor, but don’t forget yourself. The better you know who you are the richer that journey beyond you will be and become. The ultimate exploration is to know oneself because in the process of that journey you’ll face some very challenging ordeals (Hey, it’s an adventure!) that will clarify your thinking and provoke your beliefs. To understand your design, you’ll look into the mind and heart of the Designer. Wow!

Some Quotes on Exploring

“We must develop a compelling vision of later life: one that does not assume a trajectory of decline after fifty, but one that recognizes it as a time of change, growth, and new learning, a time when our courage gives us hope.”

            Sara Lawrence-Lightfoot
            Author: The Third Chapter: Passion, Risk, and Adventure

 
“We are here to be excited from youth to old age, to have an insatiable curiosity about the world. Aldous Huxley once said that to carry the spirit of the child into old age is the secret of genius. And I buy that. 

“We are also here to genuinely, humbly, and sincerely help others by practicing a friendly attitude. And every person is born for a purpose. Everyone has a God-given potential, in essence, built into them. And if we are to realize life to its fullest, we must realize that potential.”

                Norman Vincent Peale
                Protestant pastor
                Author, The Power of Positive Thinking

Crazy_grandpa

The photo to the right is not Norman Vincent Peale. It is Mr. Six of Six Flags. I want to meet him! Dig the shoes! Watch him in action! (He’s actually an actor not a real old guy but you get the point about the attitude.)

The aging process is inevitable. How we age, however, is significantly within our control. Just because you might be part of an “aging population,” such as the Baby Boomers, it doesn’t mean that you are over the hill, washed up, and done for. Heck, you’re finally better equipped than ever.

Keith Lawrence is the co-author of Your Retirement Quest. Keith has been researching and advising those approaching and in retirement. Here is a fascinating chart Keith and his co-author Alan Spector developed about various types of Retirement Quests. Why wait to get started until you are retired or in assisted living to begin your Retirement Quest? Discover your Retirement Quest today regardless of what decade of life you are in.

I regularly visit my Mom who is 87. This affords me the honor to meet her friends, many of whom are well into their 90s, even a couple in their 100s. One learns a lot from being with this Greatest Generation in this independent living facility. They’re an interested lot who read, discuss, debate, and embrace life. One observation I’ve had about this vital group—they aren’t the grumpy old people so often portrayed. They’re vibrant, interested, and interesting. As Peale recommends, they’ve carried a youthful curiosity into their advanced years.

Another observation I’ve had about the 80+ crowd is that they’re generally thin and at a healthy weight. The general U.S. population has 2 out of 3 of us being obese or overweight. My guesstimate of this group is they’re just the opposite — only 1 in 3 are overweight or obese. Chances are the consequences of the excess weight in their peers brought about an early demise.

Begin by discovering who you really are. Retirement age is not mandated by an employer or the government; it comes when we decide to stop discovering who we really are and what we are capable of achieving even to our death bed. Those who never tire of learning, never retire.

Employee Engagement: How Are Your Three E’s?

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Peter Drucker, the famous management guru, spoke of doing business with effectiveness and efficiency. Let’s add another “E” to the equation: Engagement, as in “employee” engagement. Learn to assess your career and business using these 3 E’s and you’ll be amazed what might be revealed about your career, team, or business. 

Engagement has more recently come to the forefront of employee discussions by The Gallup Organization. I admit to being a huge fan of their work on Employee Engagement. Twenty years ago, I had the pleasure of partnering with a Gallup leader on a client assignment, and I was roundly impressed. Several years back, I reconnected with their work again through a client’s company. Their books and StrengthsFinder survey are first rate as well.

Jim Harter, Ph.D., author of New York Times bestseller 12: The Elements of Great Managing, talks about the power of Gallup’s 12 questions at this Gallup site.

Team Engagement is one of the primary measures for a Chief Leadership Officer™. If you’re leading a business, then you need to get your head into this topic. Leadership of people is the future — engage with it! Be a CLO

Efficiency. Effectiveness. Engagement

Chapter 7 of Chief Leadership Officer will positively rock your take on employee engagement. Basically, the very use of the term “employee” dooms the engagement effort to failure. An employer-employee relationship is transactional. Whereas, engagement is relational.

Chief Leadership Officer – order your book today!