Two Ways to Work Your Network

by Karen Alphonse December 17, 2013

Q: I have contacted everyone I know about leads for jobs.  A few have been helpful; most have been non-responsive. What do you suggest?

A: Respectfully, stop and reassess.  When people suspect you are “using” them, they may clam up and withhold likely leads or limit communication.

Stop

You may be casting your networking too widely contacting people only remotely interested or influential in the spheres you need to enter.  Alternatively, you may be so focused on getting a job that you are ignoring other vital and viable connections.  At its best, networking is about having an influential group of people respect you and your work such that they are willing and pleased to make referrals on your behalf.  Coming across as desperate, over-eager or focused to the exclusion of building genuine ties sends a mixed message of desperation and self-absorption.  This is not a great selling point.

Stand back, and look at what you have been doing. If your methods resemble any of the aforementioned issues, stop.

Reassess

Define Clear Goals

Think about your goal, and make sure you can clearly define it. It might be something like, “I would like to speak with a senior leader at X Foundation.”  In this case, your next step is to go back to your contacts, and see if you know someone at X Foundation in a senior or junior role.  That person would be a great networking prospect.  Another possibility for networking sources is identifying someone who is a client/partner/ally of X Foundation.  All of these potential sources can offer you useful information and feedback.

Before approaching these sources, however, you have a little more work to do.  Once you have identified people associated in some way with your organization of interest, take it one step further, and assess the strength of your connection to those people.  Those on your list with whom you have a solid relationship should be marked with an asterisk and approached first as they have an interest in your relationship, and approaching them should not feel strange or desperate to either side.  If your relationship with someone on your potential source list is luke warm, defer networking with that person for a while.

Go through this process painstakingly for each of your 3 most urgent career goals.  Carefully assess your contacts and your relationships to identify the ones most likely to be productive for you in the long term.  See if you can come up with 10 relatively warm connections.

Act As If Time and Money Are Abundant

Pretend you have time even if your goals are urgent.  This will put a check on your natural impulse to contact everyone in a panic.

Make believe you are heir to a trust fund even if your funds are low.  This will preserve your sanity and give you the benefit of thinking out of a place where rational judgment prevails over a sense of dread or hopelessness.

Cull the List

Return to your potential source list.  If you have identified 10 prospects, draw up a time line that includes reaching out to them in a week.  Think about how you want to do outreach.  Email, phone and personal meetings all work.  However, it is up to you to know and decide which medium works best with each person.

Be Selective About How You Connect

One medium often neglected is the handwritten note, yet it remains a powerful communication tool.  Another way to make live connections is by meeting people for coffee.  If possible, you treat.  Your generosity sends a message that others will positively interpret.

Before meeting/contacting each person, think carefully about how you met each person, how you came to know of their professional lives and why you would like to build a long-term relationship with them.  Even if job issues are uppermost in your mind, really dig deeply to see how you can build a solid connection based on professional respect and long-term goals.

Identify Career Events/Training Possibilities

Conferences, workshops, webinars, seminars and even personal development training all create opportunities to talk about what you want to accomplish in your career.  Meeting with like-minded folks increases your awareness of yourself and of the ways in which you can contribute to your next organization.  Similarly, list online training opportunities that will make you a more desirable employee.  Many of these courses are modest in cost.  You do not need to list every one of them on your resume, however, you will directly benefit from new learning and from updating your professional skills as you work through career development issues.

Contact Karen Alphonse at Karena@execSearches.com or visit ExecSearches.com for more information about our career coaching services.

ExecSearches.com is a job board for nonprofit job seekers interested in fundraising, management and executive nonprofit jobs.

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How To Become a Great Leader

by Karen Alphonse December 3, 2013

Q: How do good leaders operate? What strategies do they apply as they run their day-to-day businesses? 

A: Leadership may be as much the result of introspection as it is the result of successful execution.  Self-knowledge triggers the kind of action that makes strong leadership.

Several gifted analysts give useful guidelines for addressing leadership and its many forms.  Recently, I have been leafing through, The Self-Aware Leader (Daniel P. Gallagher and Joseph Costal, The Self-Aware Leader: A Proven Model for Reinventing Yourself. American Society for Training & Development, 2012) which is a book endorsed by Michael Brown, the CEO and co-founder of the Boston-based, not-for-profit organization City Year, Inc. The authors tout self-awareness as the defining attribute for middle managers who aspire to higher levels of leadership noting that self-awareness operates as “the foundation of reinvention.” Additionally, the authors suggest self-awareness serves as both “binoculars” and “compass” allowing a leader to anticipate what is coming down the line “with ample time to navigate” while staying on track and feeling confident about changes in direction (16).

It is also noted that at the middle management level, most managers are either people oriented or they are task oriented.  The people-oriented leaders focus on relationship building, influence and communication (Gallagher and Costal, 6).  Their task-oriented peers focus on achieving results. Significantly, the authors note that higher up the management chain, these distinctions tend to disappear.  The reason for this is that when managing “a more complex team” or multiple teams, it is necessary to find balance to succeed which is where self-awareness comes into play (Gallagher and Costal, 6).

Much of the Gallagher and Costal’s analysis focuses on how professional and emotional self-awareness affect overall leadership acumen and the many minute ways in which enhanced self-awareness can and does improve overall leadership (10-12).  Self-awareness is the base which then connects with “pillars of reinvention” including:

  • above average network and support systems;
  • proficiency in critical and systems thinking;
  • a savvy perspective of the political landscape, and
  • a courageous drive for magis (more for the good of others) (Gallagher and Costal, 46)

Let us examine the idea that self-awareness is the basis of leadership, and that the distinguishing feature defining the highest level of leadership involves self-knowledge and the ability to reinvent self.  This is profound.  Recently, as we recruiters have counseled various levels of professional clients, it has come clear that major contributors to overall success, beyond mere competence, are flexibility and state of mind.  This self-awareness concept draws on the attitudes and knowledge that help create internal, personal balance.

Even in career planning, a participant’s attitude toward feedback and set-backs is telling. Professionals who are not particularly self-aware tend to dwell on negative scenarios, set-backs and controversy, and they get “stuck” in a model that stifles growth and mobility. Those who tend to demonstrate resilience and have an internal sense of self will see difficult circumstances in a more positive light while keeping a focus on solutions.  This second group exhibits self-awareness and, therefore, leadership.  As the authors note, “[i]n order to stay relevant you need to reinvent and in order to reinvent you must be self-aware” (Gallagher and Costal, 29).

Contact Karen Alphonse at Karena@execSearches.com or visit ExecSearches.com for more information about our career coaching services.

ExecSearches.com is a job board for nonprofit job seekers interested in fundraising, management and executive nonprofit jobs.

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Before Creating a Job Description: Purge, Then Draft

by Karen Alphonse February 21, 2012

Your trusted Chief Operations Officer has taken a dream job at an international organization, and your local not-for-profit needs to rehire someone to take her place.  What steps can you take to create a space for her successor?  How do you draft the position description to attract and explain the role to the next COO?

This scenario is actually quite complex.  Every departure holds a multi-part story.   It does not really matter whether a professional was asked to resign, voluntarily took cues or moved on to wonderful new opportunity.  No matter the details leading to the departure, in the background are some unspoken goals and expectations that were probably not met.

In the case of the employee who accepted another opportunity, the unmet goal probably had to do with her own career prospects within the organization.  She rightly sensed her opportunities to move up in her current role were limited, so, she joined an organization that seemed to meet the immediate goal for upward mobility and affirmation.

In the case of less pleasant separations, there may be many unmet (unspoken) goals at hand.  The employer organization may have had performance expectations that weren’t met. On the side of the employee, the unmet or mismatched expectations may have involved reporting relationships, professional development opportunities, compensation, overall morale or the corporate culture.  Such factors directly impact employee performance and perceptions of the workplace.    As painful as it might be, it is healthy to confront any and all of these issues prior to taking on the new hire.

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Staffing Needs Are Important in Program Planning, Budgeting

by Sandra Sims October 24, 2011

In a year of higher-than-average unemployment, many working in nonprofits are finding they are providing increasing levels of services to their clientele. For example, homeless shelters have seen a dramatic increase in first-time homeless families which is often caused by job loss.

According to the 2011 Nonprofit Employment Trends Survey from Nonprofit HR Solutions:

It is our belief that direct services continues to be the largest area for anticipated growth as a result of the increased demand in services from the American public as they continue to be faced with the challenges of unemployment, job loss, foreclosures and other issues related to economic hardship and related stress resulting from having to live on less.

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Independence and the Leadership Alphabet

by Fredia Woolf July 7, 2011

Independence Day got me thinking about the meaning of the word independence, which led me to wonder if I could come up with a strong, positive leadership trait for each letter of the alphabet.  Here is my unscientific, yet empirical, list of qualities consistently demonstrated by leaders I admire:

Adaptability, Agility – In a world rife with change and unpredictability, knowing when it is time to flex and when it is time to stay firm is a critical leadership skill as is the ability to reinvent, renew and change with the times.

Boldness – The timid, fearful leader is a contradiction in terms.  People follow those who have the courage to think differently from the crowd, to say what they think and who are ready to take risks and action.

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7 Essentials for an Effective, Sustainable, Healthy Organization

by Fredia Woolf May 10, 2011

What’s the point of any organization? “To make money,” says the businessperson.  “To fulfill our mission,” says the non-profit person.  And so begins the false debate that keeps the two worlds separate and often leads to missed opportunities and wasted potential.  If all organization leaders recognized that both financial viability and an inspiring mission are essential, they could then focus on the key levers that would make their organization effective, sustainable and healthy, thus transforming the experience of work for so many people which, in turn, would transform the performance and results of the organizations they serve.

Here are some guidelines for how to do this. Isn’t it time for businesses and non-profits both to take these principles more seriously and put them into practice?

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Salary Ranges, Part 2: Anatomy of a Range

by Joe Brown April 8, 2010

In my previous post, I made a case for the use of salary ranges as the foundation of a formal compensation program for nonprofit organizations. Particularly for organizations experiencing or have experienced significant growth, the use of salary ranges can go a long way toward ensuring salaries are equitable and competitive while, at the same time, managing compensation costs. We also considered the importance of ranges as a communications tool clarifying for employees their compensation opportunities with the organization as well as the relationship between pay and performance.

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Salary Ranges, Part 1: Why Ranges?

by Joe Brown April 6, 2010

In a recent post, compensation consultant Ann Bares questions whether salary ranges, long a staple of compensation programs among America’s companies and organizations, are still a useful tool given the relatively slow pace of salary annual growth during the past two decades. There is no question that administering salaries — and, in particular, differentiating rewards according to performance — is challenging in what I’ve long described as a “four percent world” (or, perhaps, for the past two years, a “zero to three percent world”). However, I believe that for the vast majority of nonprofit organizations, salary ranges remain an important and effective tool. This is especially true for growing nonprofits, which find themselves adding staff and needing to ensure that salaries are equitable and competitive while simultaneously managing compensation costs.

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Non-profit Job Listings




Advice for Job Seekers
April 15, 2014

Q: About 10 years, ago, I came to the United States from a country overseas. I earned my first degree in accounting followed by a second degree in business organization from solid colleges. I know I am highly qualified, competent and have excellent references. Despite these attributes, I have circulated my resume with very little response. A colleague told me she thinks my name is causing problems. What do you think?

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March 25, 2014

Q: I have a feeling one of my references is not giving me a good evaluation. In my last set of interviews, the prospective employer seemed very enthusiastic about hiring me. But, after conducting reference checks, he refused to return my phone calls. What can I do to correct this? Is there any strategy for making a bad reference good?

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March 18, 2014

I am redrafting my resume, and I want to know whether I should include my address. What is the protocol?

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March 11, 2014

Q: We are a group of entrepreneurs excited about making our socially responsible start-up a success. Part of that success is bringing the right kind of Executive Director on board. In our discussions, we are struggling with how to draft a compelling position description to get the right person in the door. One of our biggest issues is, in our searching, should we highlight our need for results, or should we talk more about our desire to have a strong work culture that emphasizes professional development and personal satisfaction?

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March 4, 2014

Q: I left my last position in a hurry. I was so eager to get out that I resigned without giving my supervisors much explanation or time to organize and fill my role. I thought I was leaving to take on the “Dream Job,” but, I am two weeks into it and realize this is the position from hell. My interviewers misrepresented everything from the size of my staff to my compensation and budget. They are also requiring me to take on additional responsibilities, and this is not the half of it. What can I do?

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February 25, 2014

Candor wins over canned responses. While this has always been at least somewhat true, honesty is highly sought particularly in an environment where the number of start-ups and smaller, leaner organizations is on the rise. Interviewers are more focused than ever on really getting to know how you function – particularly under stress. Some organizations go as far as to have their most senior leaders take rigorous behavioral tests to ensure they have the right stamina, skills, aptitude and attitude to succeed.

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February 18, 2014

I would like to expand and become a more rounded leader perhaps in the not-for-profit sector. My spouse transfers to Chicago in six months, and I want to take advantage of the opportunity to launch a whole new career when we move. I feel like resigning immediately and getting on with new opportunities. Any ideas?

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February 11, 2014

I recently read the Harvard Business School article, “Your Body Language Shapes Who You Are,” (Cuddy, Amy. TED Global, October 2012 .) In summation, Cuddy, a B-School researcher and socio-psychologist, completed studies revealing how our body posture affects our minds. I think it is reasonable to believe people as a whole understand that body language affects how others see us. But, what we might not realize is that our body language may also change how we see ourselves.

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