Kevin W. McCarthy

The Professor of On-Purpose

Business

Why Am I Fearful?

By

Does fear interfere with your life, business, or career?

What’s your fear? What are you fearful of? Where in your life do you say, “I am afraid of … ,” yet you know it is a hang-up—not a danger to your life or limb?

Would you like to be at a place where you can say, “I am not afraid” … and mean it? Read on!

Fear, like pain, is partially designed to be our friend, not our foe.

  • Fear keeps us from being in harm’s way.
  • Fear protects us from injury, peril, and even death.
  • Fear provides for self-preservation.

This is our good or helpful fear.

Bad or harmful fear debilitates our inherent motivation and destroys our confidence. The ripple effects beyond oneself can damage relationships, opportunities, jobs, finances, and more.

  • Fear can be an occupying foe taking up unjust strongholds in our spirit, mind, and body.
  • Fear can lead to anxiety that spawns a panic attack that triggers the fight or flight reaction.

This fear is unhealthy in every aspect.

Fear is not to be necessarily avoided; it is, however, to be understood.

Fear is a God-given guidepost to growth and healing. Facing fear, however, is not a solitary endeavor. Be wise and seek the help of a professional counselor or therapist skilled in working you through your fear in a progressive manner.

Why bother?

If you’re locked in unhealthy fears, your aspirations and dreams are muted.

When fear prevails it is hard to be on-purpose.

What Is In Your September Plan?

By


(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?

By

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?

By

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. 

 

Creating Customer Service Excellence?

By

Customer service is first an attitude before it is a behavior. Too often we focus on creating excellent customer service skills but we neglect the well-being and perspective of the person delivering it. How a customer is treated makes all the difference to their impression, experience, and promotion—yes, promotion—of your business.

Treat your customers right—first, because it is the right thing to do in a civil society. Second, treat them right because it is really smart business.

Do you have a concerted effort to improve the customer experience? If not, why not?

Customer service would appear to rest mostly on the shoulders of the front-line person interacting with the customer.

But does it really? Long before the customer relationship begins the top leaders of the organization hire the employees, set the standards, make investments, train managers, and create training programs.

The front-line employee is an easy target when things go wrong with customer service complaints. Admittedly, the front-line person does have a high responsibility. The fact is customer service improvement is a joint effort unified and girded by the strength of personal leadership across the entire team.

If your customer service levels have plateaued below your standards, then consider that you might have a systemic problem rather than a people challenge. Look to your business strategy, departmental cooperation, hiring, technology, training, or any number of issues under the purview of the “Customer Service” department.

Customer service skills training may provide a quick fix, but it is rarely a long-term improvement in the customer experience.

Watch this On-Purpose Minute, “Do Good Manners Matter?” about the importance of manners and the Ritz-Carlton approach to serving “ladies and gentlemen.” Having recently stayed at the Ritz-Carlton in Buckhead, GA I can tell you that this approach remains alive and well.

How On-Purpose Partners can help you

If you lead the company, you may need an assessment and recommendation to shift your corporate culture toward customer service excellence. We also offer one-on-one executive coaching as well as training and development programs designed to help your team members become TOP Performers and excellent in their customer service. Email us to arrange an appointment.

How Do You Get the Job of Your Life?

By

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

How Do I Become A Leader?

By

In a conversation with a very financially successful woman she confessed to me “I am not a leader.” Her sincere, albeit inaccurate, self-assessment stunned me. Not only did I respect her as a leader, I knew a number of others who shared my opinion of her. 

It didn’t matter what I or others thought of her. She didn’t see herself as a leader, so she wasn’t. But I did have a long conversation with her to share some of what is in this On-Purpose Minute video and text.

Just as I believe we’re on-purpose persons in creation, I believe we’re all leaders in creation, too. Image of two hands with one finger of each touching, with the quotation "Every person is a leader in creation."

Here’s why: We are all leaders at some place, in some topic, at some time, or with some people. Clearly, there are those of us who are more naturally front and center in visible positions of leadership. 

The conversation with the woman got me thinking about those who don’t see themselves as leaders. With this On-Purpose Minute, my hope is I can awaken you to your leadership in small areas so you can leverage these as building blocks to grow your personal leadership.

Here are Five Tough Shifts in your thinking to become a leader:

  1. Recognize where you presently lead
  2. Relabel yourself as a leader
  3. Know yourself better
  4. Practice your leadership skills by leading your life better
  5. Realize you won’t please everyone

Feel free to add your suggestions in the comment section below.

This is a classic On-Purpose Minute. The On-Purpose Leader Experience is NOT being offered this May. Below is a link to a preview of one from May 2012. 

 Here is a link to a preview of The On-Purpose Leader Experience.