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- Herausgeber: Clink Street Publishing
- Kategorie: Ratgeber
- Sprache: Englisch
To be Noticed, Supported and Promoted: that's the goal of most people as they start their career or business, and build the foundation for their long-term success. It is even better if this can be achieved in a way that is effective and feels right. Carole Gillespie explains the six natural behaviours - The Relationship CodeTM - that will enable you to do this. You'll learn how to build your support network, stand out from the crowd and give people the confidence to take a chance on you. Gillespie brings this to life in a practical and easy to apply way. A series of Q&As show how to use the Relationship Code to tackle real life career and brand defining situations from the start of your journey through to your late twenties. By following her empowering process you can create your own luck whatever your background. Use the Relationship Code to make a Flying Start and tilt the playing field in your favour. That's how to get ahead of the pack and be really lucky at work. This is the first in a series of career enhancement books. Flying Start is designed for those about to join the world of work or in their foundation working years, and for those who employ, advise or guide them. Carole Gillespie is the founder of PbfP Limited and the brand People buy from People. This transformational guide is based on her experience of building businesses and developing people over many years. www.peoplebuyfrompeople.co.uk
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Veröffentlichungsjahr: 2018
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Flying Start
How to Make Your Own Luck at Work
NOTICED | SUPPORTED | PROMOTED
Carole Gillespie
For Suzi and Laura
Enjoy what you do. Do what you enjoy.
Contents
An Open Message from Your Current and Future Network of Contacts.
You may be the cleverest/most expert/quickest learner/most inspiring/most innovative person of your generation. You may have exactly the right style, enthusiasm and potential I need. But, if I don’t know of you, or better still, know and have interacted with you several times, I have no way of knowing this.
Back in 2002, Donald Rumsfeld, the US Secretary for Defense, answered a question posed to him at the NATO HQ about the War on Terror. He explained his approach to taking decisions on this topic by talking about unknown unknowns, known unknowns and known knowns. In the context of networks, relationships and opportunities, if you are an unknown unknown, I have no idea of your existence. If you become a known unknown, I will know you exist, but won’t know what you are capable of or whether I can trust you. If you become a known known, I may or may not have an opportunity for you today, but you’ll certainly be on my mind when things change.
So, at every opportunity, just talk to the people you meet, get connected and stay in touch to become a known known whenever you can. Opportunities can come from the most surprising sources. Make it easy for me to know and remember that you exist. You never know when I will need someone like you.
Wishing you good luck and a great life. I hope to meet you some day.
1. Making Your Own Luck
As we enter the world of work, wouldn’t it be great if we had continual support to stretch and develop ourselves? How amazing and fulfilling it would be if we could continue to learn, have access to a range of opportunities and avoid being trapped by any sort of ‘glass ceiling’.
Many organisations will give you help with this, but to really stand out from the crowd and be lucky enough to get the best support and opportunities there are things you must do too – for the whole of your working life – starting now.
Your advantage is that you are going to find out what these are and, much more importantly, how to do them from the early days of your working life. Most people only start to appreciate what they are missing out on when they get to mid-career, if at all.
So, what is it that makes the difference that everyone can apply? The magic dust is the way you start and then continue the relationships you build with people in the business environment. Underpinning all that is the way you ask questions and have conversations.
“Is that all?” I hear you say. The answer is a resounding “Yes!” In this book I’ll show you how to build a meaningful network no matter who you know now, how to reinforce your relationship with these people and how this can help you to get the opportunities you deserve. Best of all, you’ll be able to do this in a way that feels natural and is welcomed by the people you meet.
Our Starting Point
Have you heard people say “It’s not what you know, it’s who you know”?
Maybe that was true in the past, when even knowing who was ‘important’ was difficult, let alone having a way to engage with them. It is true that some people still start off their life/career with the advantages of a ready-made network through parental or educational contacts. The difference now is that it is very easy for anyone to build their own network and level the playing field. In fact building your own network does more than this, it tilts the playing field in your favour.
No one is ever too young (or too old) to make contributions to their ‘Relationship Bank Account’. The good news is that there are no restrictions on the amount you can invest or withdraw, or the time when you can do this. Whether you are a young entrepreneur, an undergraduate, an intern, a student on a holiday job, a school leaver, in an apprenticeship, on a graduate programme or simply in the early years of your working life, you must constantly be talking to people you meet and building your network. Why do this? Because your aim is to create and sustain positive relationships with these people to give both of you the confidence and understanding to potentially help each other now or in the future.
We will learn how to create positive and long-lasting relationships in the working environment (business relationships) and specifically how to make the most of every interaction. You’ll be able to do this in a way that feels natural and which you can both enjoy. The result of this activity? You will stand out from the crowd and more people will be prepared to take the risk of giving you the chance to show what you can do – i.e. they’ll take a chance on you.
This means more opportunities should come your way, more often. Your side of the bargain is that not only do you have to make the connections, but you have to keep them going. Read on and you will see how to do these things in a really effective way that will be appreciated by your connections. Great networks and great relationships don’t happen by accident, they happen by design – consciously, confidently and consistently.
Relationship Reminder:
Want someone to take a chance on you or your business? Build a relationship with them first.
What’s the Problem?
As I started writing this book, the term Generation Z had just been coined. This was defined as 17-24 year olds, who were just entering or had recently entered the workforce – some temporarily, some permanently. What was special about this group is that they were the first to have had digital technology at their fingertips from the day they were born.
Whilst this digital literacy is great for business operations, it does mean that people in this age group (and those that come into the workforce after them) have often had much less experience and variety in their non-digital (i.e. spoken) interactions with people.
In talking with people who are in the early years of their career or even just thinking about their future, I’m frequently asked four questions:
1. Starting a Conversation
“I’m really uncomfortable when I am in a group of people I don’t know and tend to keep quiet and keep to myself. How can I make the most of these opportunities to meet people if I don’t feel able to talk to them?”
2. Having a Meaningful Conversation
“Who’d want to talk to me? I’m at the ‘bottom of the pile’ and people are too important to spend time on me. How do I talk to more senior people to get myself noticed without looking like a creep?”
3. Building the Relationship
“I’ve got hundreds of friends on social media sites. It is easy to stay in touch with them individually or as a group. How do I do the same thing for people I meet related to work or my career?”
4. Using the Relationships
“It’s all very well having a network and building good business relationships, but I’ve no idea how to make use of these. How do I use my network to help me progress in my career and get the opportunities I deserve?”
These are the fundamental questions (and more) this book sets out to answer for you.
I will do this by giving you a foundation for understanding relationships in business and an explicit and practical approach on how to create this foundation for yourself. I’ll do this in three ways:
A simple model of Four Relationship PillarsTM. How to put them in place and how to judge the strength of relationships.A series of questions and answers (Q&As) throughout the book. These are questions on real life situations you are likely to encounter and advice on how to tackle them. They are all based on real questions I’ve been asked.An introduction to The Relationship CodeTM. The six behaviours that transform relationships. Apply these in both your personal and business life.We will change the word relationship from something ‘fluffy’ and intangible to something that is easy to assess, and understand what happens when one of the Four Relationship Pillars is weak or missing. You will understand why the four components need to be place and be nurtured to enable you to increase your impact and open up unexpected opportunities for yourself.
So let’s start by being clear that a relationship is simply:
The Sum of our Interactions
Nothing more. Nothing less. What this means is that every single interaction you have with someone changes the nature of your relationship. It might be a large impact or a miniscule one, but it will change it. That’s true for both business and personal relationships. To say we have a relationship with someone does not tell us anything about the nature of that relationship. To say that one should build a business relationship is a meaningless statement. It is the nature of that relationship that matters and that relationship is built one interaction at a time.
For this reason, the focus in this book is on the interactions that happen both reactively and proactively. If we take care of the interactions, we take care of the nature of the relationships we build. The resulting network can make a real difference to our careers and lives now and in the future.
I like to think that this book has the potential to make you much ‘luckier’ in your career. One of the golfing greats, Gary Player once said, “The more I practice, the luckier I get.” This applies in so many aspects of life. In your career, the more people you take the trouble to interact with and have meaningful conversations with, the luckier you will be. Whilst having conversations may or may not come naturally to you in a social context, it is important to learn how to have really great conversations in a business context. Practice mindfully and apply consciously and you should be one of the luckiest people around.
2. Four Relationship Pillars
It’s very easy to be hard working and really good at what you do and still be ‘unlucky’ in terms of the way your career progresses and the opportunities that come your way. If we are going to have the motivation to start doing some things differently, we need to be really clear on why that change can give us a huge advantage. The advantage we need to create is one of having a positive personal Business Brand.
Think of any well-known brand, be it Netflix or Spotify or Snapchat. You’ll have an immediate feeling about what these businesses are good at, what they stand for and how much you trust their services or products. No one from these organisations needs to be in the room with you to engender those feeling of confidence and appreciation. That’s what you need to achieve on a personal level in your business world. That’s what your Business Brand needs to achieve for you.
