The Consultant's Desk

The Consultant's Desk
Poring over the details on your behalf

Sunday, November 11, 2007

How Do You Do It?

Recently, people have been emailing me and commenting on the phenomenal "things" I'm doing. They vow they will at some point have an opportunity to meet me and attest that they admire people who know their subject matter so well. They never actually point to anything specific. Given the feedback that comes to me from industry colleagues, I'm mystified but also flattered.

Last night I talked with a colleague. We laughed a little at the fact that we seem to be moving in tandem with one another. What precipitated the actual phone conversation was my accepting one request for a connection on a networking site. With accepting the one request, I was provided a river of other requests for connecting and networking opportunities. I shared this experience with the colleague. He confirmed that people have been waiting to connect with me because they admire what I've been doing and how I've been doing it.

The first step is learn everything possible about your industry. Learn the knowledge, the principles, the practices, the players. It's important to get to a point where you see relationships to what you're doing in everyday occurrences and can adequately articulate those connections.

Then, like going into a good dress store, start trying on the various suits and look at how they drape your form as it relates to the foundations that brought you to the recruiting industry. Not everyone does the same thing (thank God) and not everyone has the same specialty. Not everyone has the same interests or strengths. So get to know who you are in the spectrum of things. It's fine to start broad and then start narrowing. Most tailors do this in order to get the best fit.

The next important thing is to focus on the business side of things. Personality conflicts and competition have no room for life in this industry but they seem to be the mainstays of a large percentage of the industry. Focus on what you need to do and what you do. Produce commendable content and results. Charge a reasonable price for what you do.

With all of the factors surrounding your feet, it's time to start picking up the right things in order to create the correct suit for you and then wear and market it. As you go, you will meet streams of people. People, especially in the recruiting industry, are extremely important. They learn who you are, they talk about what you can do, they refer you or recommend you, the ask that you be assigned to work on a project. Thus, people are worth being more than a name in the rolodex, excuse me, contact list. It's important to build relationships with people.

Those who could be competitors can also be alliances, collaborators, who recommend you or help you complete an assignment because it cannot be done by one person. Sort out who is trustworthy and ethical. Form a good bond with them. Return the favor and courtesies.

There's probably more. That will have to come at a later date. This is sufficient for now.

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