Overlooked for Promotion Again? Top 5 Reasons Why

Most of of us have likely experienced a time in our careers in which we did not receive a much desired and
anticipated promotion.  Typically, we are left wondering why.  Looking to the individual who did get promoted sometimes leaves us with more questions rather than the answers we seek.  Over the course of my Coaching and Consulting career I have dealt with numerous highly talented individuals who have been seemingly left behind, yet again, without a clear direction for moving forward and gaining that coveted promotion.

In my experience, there are typically 5 main reasons why people fail to secure a promotion, each of which I share with you below in the hopes that you are able to see yourself in one (or more) and begin taking the steps necessary to eliminate this roadblock to your success.

1.  Your focus is on your current Performance and not on your future Potential.  Granted you want to be performing at your best, but that demonstrates you are capable of delivering at the level you are now.  It is important to couple this with a demonstration of your ability to do more.  And by more I mean 'other', not just simply more of what you are currently doing.  You need to understand what competencies are required, by those succeeding at the next level, and find opportunities to display those abilities.  People get promoted because of their perceived potential to take on more and greater responsibility.  Showcase the breadth of skills you currently possess while highlighting your ability to 'learn' new ones.

2.  No Bragging Campaign.  Doing great work is one thing; ensuring that people know about it is another. You cannot simply put your head down, work harder than anyone else, and expect it to get noticed.  Likely it will just get you more of the same work, not a promotion.  You need to promote yourself to get promoted. I know that introverts reading this are cringing right now - or jumping to the next point - but becoming proficient at Bragging is a necessity in today's business world.  People are far too busy to keep track of 'who' is doing what, they need reminding.  This needn't be a big brash obnoxious recitation of your accomplishments.  It can be small little tidbits, updates and reminders casually dropped into conversations. Crafting your campaign means that you are crafting the messages that others receive.  By understanding what competencies are required at a higher level you can use your Brag Bite moments to highlight your skills in those areas, building the perception of potential they need to see.

3.  Poor Internal Network.  This point is linked to your Bragging Campaign, but it is an important element in and of itself.  If you do not have a strong network, who do you have to brag to?  You need to have your campaign reach as far and wide throughout the organization as you can.  Therefore, you need a well developed sphere of influence, which includes those in decision-making roles. Who knows you? Who knows of you?  What do they know?    Getting your name onto the Succession Planning list means getting known by those managing the list.  Extend your network to ensure that these people are included.  If they don't know who you are, they aren't going to be in a position to add your name to the list.

4.  Lack of Accountability.  It all comes down to Reasons and Results.  You can have reasons why you didn't accomplish something, why it wasn't your fault, why it was out of your control... or you can have results.  Organizations tend to promote those who get things done, who make things happen.  The more that you are able to demonstrate the tenacity and determination needed to move through obstacles, the more the organization will be willing to invest more in your future.  Excuses and reasons don't cut it.  They may sound reasonable but the bottom line is simply... you didn't add to the bottom line.

5.  Lack of Initiative.  If you see a problem, fix it.  Find a solution.  Don't leave it for someone else to find.  Don't bemoan the extra work that it means for you.  Don't walk away with your hands in the air claiming 'it's not my job'.  If you want that promotion then you need to be prepared to demonstrate your commitment to the success in the organization, not just your commitment to your own.  They should be linked.  Taking initiative by stepping up to the plate and assuming responsibility for something outside of your direct 'job' demonstrates a willingness to take on new challenges.  It shows a sense of ownership that is looked for in those moving up.  Note also that every new initiative that you take on becomes one more brag-bite that you get to share, strengthening your campaign and message.

Promotions are not just 'givens'.  Showing up at work and doing your job are not the sole prerequisites for moving up.  You need to demonstrate your ability to take on more, to learn, to grow, to assume responsibility, to commit.  Develop your promotional plan and then work it.  If you want greater opportunities in the future then you need to be prepared to take actions beyond what you have done to get where you are.  If you aren't prepared to do more, then you will be required to step aside for those that are.

People Buy People

People 'buy' People.

What are they 'buying' from you?

Seriously. Think about this. What is it that people get and can expect when they interact and work with you? Is it worth the price?  If what you have to offer is not uniquely different than the person standing next to you, then why would someone choose you?

It starts to feel a little like picking sports teams in grade-school, no one wants to be the last one 'picked' for the team, but this is what happens every day in business.  When you go for an interview, when project teams are being put together, when promotions are being made, when consultants are hired.  Skills, abilities, attitudes and experiences are being bought, which means we are all in the business of selling ourselves.

How good is your sales process?

As with any product, you can't sell what you don't know.  How clear are you about your strengths?  You can't articulate and highlight what you don't know.  Ideally you want to build your brand around the key strengths you possess that are both marketable AND that you enjoy using.  An exercise that I use with clients to help them uncover these strengths is the following...

Take out a piece of paper and draw a quick chart. Down the left-hand column, create a list of your accomplishments and achievements that still instill you with pride. Pride is a key component because if you still feel good about what you achieved you likely used some talents and skills you enjoy.  

Across the top row you are going to list your abilities.  Start with the first accomplishment you listed and consider the various skills and abilities that you called upon to help you complete that task.  List them in the top row, checking each off in the row across from its associated accomplishment.  

Look at the next accomplishment you listed and check off any of the abilities you added that apply to this accomplishment.  Some may have been used while others hadn't.  Add any additional skills that you haven't yet indicated.

Continue to review each accomplishment, checking off any of the abilities you've listed that were used to complete each, while also adding any additional skills/abilities that were also used.

When completed, take a look at the abilities with the most check marks. These likely represent those skills/abilities that you call upon the most and represent your key strengths. Given that these accomplishments are pride-filled moments for you, these strengths are also likely to be things you enjoy doing and are talents that others recognise in you and turn to you for help with. These are the elements that people 'buy' from you.

Knowing what you have to sell to others is one thing, selling it is another.  People can't buy what they don't know is for sale.  What are your marketing strategies?  Doing great work, and letting it speak for you, is one strategy... but it is only one. On its own it is insufficient to ensure that your product - 'you' - stands out on the shelves.  What other strategies could you implement that help you to stand out and be seen?  Here are a couple of quick tips borrowed from our Bragging Rights program to help get you started...

• When you have helped someone out and they thank you, don't ever respond with... 'No problem'.  Ever.  Saying 'no problem' implies that, in fact, it was no problem.  Which is rarely ever true.  Don't diminish the work you did by saying that it was no problem.  Simply saying 'you're welcome' is better, but consider letting them know you went out of your way for them by saying something along the lines of... 'I know how important it was to your project so I juggled a few things to make some room to help you out'.  It never hurts to let someone know you are willing to give a little something extra, which helps differentiate you from the rest of the crowd.
• When you enjoy doing something, let people know... so you can get more of it!  We may be good at many things, but we really only want to work on those that we are both good at AND love doing. Others aren't likely to distinguish between the two if you don't highlight the difference for them.  
• When you meet people that you haven't seen in a while and they ask you what you've been up to, do not... I repeat ... DO NOT simply say 'nothing much', or 'keeping busy'.  Give them some insight. This is a great opportunity to insert a little brag-bite, a short update on something, just one thing, that you have been doing that highlights a strength.  Make it short, snappy, interesting... but start getting the word out about what it is that you can do if you want people to remember it, and you, when great new projects are coming down the pipe.  

People are constantly in the market for people.  People to help bridge the gap between their personal talents and their needs.  Help them to see you as the right fit for that gap by selling yourself appropriately.  People are buying people all the time.  If they are not buying 'you' then it may be time for you to revamp your marketing strategies.
 

 

 

The Problem with... No Problem

You've all likely said this at some point...  in response to someone thanking you for helping them out or doing them a favour... you've responded to their Thank-You with the phrase... 'No Problem'.

It sounds innocent enough, a couple of words offered often as a way of remaining humble in the face of someone's thanks.  However, sometimes our words can work against us, in ways we don't realize, and this is one of those times.  In fact, I want to categorically state, up front, that my hope is that, after reading this blog, you forever and always strike the phrase 'No Problem' from your vocabulary. Forever!  Truly!

Here's what happens.  Someone asks us to do something.  Typically, it is something that they want and need immediately because they failed to plan properly and are under the gun.  This is their issue, not yours, and yet their request of you now shifts it into being - your problem.  Although you are busy yourself, you succumb to their pleas, tears and Bambi-like eyes and somehow manage to squeeze it into your already overloaded schedule.  That bathroom break you had planned?  Gone!  That quick pop out to actually get some lunch? Not going to happen.  Their work though?  Done!

In the face of their thanks then, why would we ever want to leave them with the impression that fulfilling their request was, in fact, no problem?  It was a big problem!  We didn't eat.  We put our work on hold, some of which we will likely take home with us to get done.  We didn't have time to pee for heaven's sake and yet, we politely inform the other party that fitting their work into our day was... No Problem for us.

Think for a moment of the impact of those seemingly harmless two little words.

• The other party believes that this was no problem for us and therefore won't hesitate to dump things our way in the future.  We obviously aren't all that busy.
• The other party is wounded and feels diminished because work that they struggled with caused you no angst.  Hmmm... are they that 'slow' around everything?
• Your time and efforts have now been de-valued.  The other person needn't be indebted to you because what you did for them was not a big deal.  No favours owed here!
• When it comes time to recognise those that go over and above in helping others, your name is curiously missing from the list because, after all, everything you had done was no problem and is therefore not remembered.

There are so many other ways to respond to someone else's thanks that don't diminish you, your value or worth... start using them!

• You're welcome.  (Plain, basic, to the point, but sometimes simple works best!)
• My pleasure.  (Great to use when it is true!)
• It was a challenge but I know how important this was for you.  (Good one to use when you know you're going to need to ask a favour of them soon!)
• I'm pleased that I managed to make it happen!  (Good for highlighting that you weren't sure you could but were willing to go out on a limb for them anyway!)
• I can't always manage to squeeze more into my days but I'm glad I was able to accommodate you today (great if you want them to think twice about asking in future!)

The above are good starting points and likely are highlighting for you many other, more creative, and more positively impactful ways to respond to someone else's thanks.  And... before you thank me for offering you this lesson today, let me respond upfront with a very heart felt...  It was my pleasure!

Top 5 Tips for Interview Success

There are a lot of great tips out there that can serve a job-hunter well but there are also a lot of bad tips to wade through.  Over my career I have likely interviewed thousands of candidates and consulted with hundreds (if not also up to a thousand or more) job-seekers.  Certainly, as a Body Language expert I could offer you suggestions as to your posture, eye contact, gestures, positioning... but, quite honestly, most people are concerned enough with having answers to the interviewers questions to concern themselves with this level of detail.

Instead,  I'd like to share my all-time, Top 5 Tips for ensuring that your interview is a success.  These five things will help you to stand out from the crowd and be favourably remembered.  Each tip gives you a slight and subtle edge that is often more than enough to distinguish you from others and help to position you positively.

Tip #1.  Arrive early and be Prepared.  I know that this seems particularly basic but it is surprising how few candidates follow this tip.  Do not put yourself in the position of having to explain why you were delayed.  The interviewer doesn't know you yet, which means they don't care about you, which means they simply don't care.  Plan ahead.  Know your route.  Leave more than enough extra time to cover for all contingencies.  As for being prepared... do NOT think that you know yourself well enough to 'wing' an interview.  If you have not been out job-searching for a while then you need to spend some time determining what stories you will share, what accomplishments you will highlight.  Think about the job in questions and determine what you would be looking for in someone for that role, if you were the interviewer, and ensure that you are able to address those needs.  Finally... in this age of the Internet and Google, there is no excuse for not being familiar with the company.  You should have done a search on the organization, on the interviewer and read over the company website from beginning to end at the very least.

Tip #2.  Don't oversell, but don't undersell.  People often skew too far in either of these directions.  Share your stories clearly, succinctly and comfortably.  You are speaking about yourself, so you are speaking about something you know well.  As a result, your voice tone will convey; knowledgeable, confident, and comfortable. Let that work for you.  If you oversell you will sound pushy, arrogant and possibly desperate or unbelievable.  Underselling will serve to make you forgettable.  Instead, consider that you are sharing facts, information that you know to be true.  This will always sound genuine, natural and believable.

Tip #3.  Take on the role of the Host, not the Guest.  As soon as we go out to spend time with someone in their offices we unconsciously adopt the role of a Guest.  As a guest we are focused internally, on ourselves, and expect others to make us feel comfortable.  The other party now assumes the role of Host and is responsible for us.  This is perhaps fine if our interviewer is an extrovert and likes making small talk but the odds are not in favour of this being the case.  You now are just 'work' for them and they are beginning their time with you from a place of discomfort.  Additionally, as a guest, you are now focused on yourself, your needs and your comfort.  You are 'in your head', assessing your answers, whether you've done a good job, what the interviewer is likely thinking about you, how do you seem to be doing.  All of this internal dialogue typically leads to external behavioural 'leakage' which serves to undermine your delivery of strength, confidence and credibility.  Instead, subtly take on the role of Host.  Initiate the handshake and the small talk.  Work to make the interviewer feel comfortable.  Stay out of your head and continue to focus on their comfort.  This external orientation means that you are not in your head to hear your 'inner voice' (which rarely is being supportive) and therefore your behavioural leakage will be more controlled and comfortable.  It is much easier to control the focus of your mind (and therefore the behaviours) than it is to try to manage all of the behaviours!

Tip #4.  Yes... clothes matter!  Give due consideration to what you plan to wear, prepare it ahead and make sure it is in order.  Hems are up, shoes are polished, buttons are in place, everything is clean.  Again, this may sound as though this is a given but, trust me, many candidates often seem as though they simply rolled out of bed and jumped into whatever was handy. You should also ensure that the outfit or suit you are planning on wearing fits.  The morning of the interview is not the time to discover that the suit you haven't worn in six months fits the body you had then, not the one you have now!  Consider also your briefcase and purse because they are also extensions of you.  Ensure that they are clean, in good shape and not overstuffed to bursting.  Take into your interview only what you need for the interview, leaving the rest of your world at home or in the car.  Details like having a pad of paper and pen available (and their condition) are also small clues to your organizational skills.

Tip #5.  Follow up. Most candidates only follow up with their interviewer to find out if a decision has been made.  In which case, the contact is all about you.  To stand out favourably, make your follow up about the interviewer.  Certainly a simple note thanking them for their time is a step in the right direction but it is far better to personalize the contact more.  Reference a small tidbit of information relating to your conversation that demonstrates you were paying attention to and were focused on them.  Even better?  Give them something.  Provide them with a link to an article or site you thought they would be interested in, a contact to add to their network, a piece of information that relates back to your conversation but that you hadn't had time to mention.  For example...  "You mentioned that you were going to be travelling to New Orleans shortly.  I have a great friend who grew up in the city.  I took the liberty of contacting him for some suggested restaurants that the locals know and love but that most tourists typically 'miss'.  He recommended you try..."  Or perhaps... "Here is the link to that TED Talk I mentioned.  I thought you would enjoy it..."  It needn't be big, it should have no dollar value attached and should simply show that you were listening to them and were willing to help them in some way.  Even if you don't end up getting the job you likely have gained another advocate and network contact.

Branding Lessons from Wine

How do we judge the value of a bottle of wine? What exactly is it that makes one wine 'better' than another?

The easy answer is that the value judgements of wine are a reflection of the palate of the taster. But, really, is it that simple?  Am I simply guided in my determination of a 'good' wine by my taste and palate OR is my experience of the wine influenced by; the story my friend shares about the wine as he pours it into my glass, or the review it received by an 'expert', or perhaps as simply as the price on the bottle?

Our judgements are never, seemingly, simply our own.  Every subjective experience that we have can (and is) influenced by the shared experiences of others.  This is an important sentence, it bears repeating...

Every subjective experience that we have can, and is, influenced by the shared experiences of others.

People's experience of your brand will be influenced by the expressed interpretation that others have of your brand.  Think of it this way.  You're at a party and you have a close friend talking to you about a co-worker you have never met.  They share not only some workplace anecdotes but also their feelings about that person.  When you finally meet that co-worker you are likely to view them through the lens of perspective  your friend has already provided you, regardless of whether their impression had been largely positive or negative in nature.  You have already been primed by your friend to interpret the co-worker's behaviours a certain way.

This is why the consistency of your personal brand is so important.  Your brand must be the same regardless of the audience or the situation.  The more consistently you craft the experience that others have of you and your brand, the stronger your brand.  When people speak about you, and you know they do, you need to ensure that the message they are sharing is one of your choosing and design.

All too often we go out of our way trying to please others, to be and do what we believe they want and need.  In so doing, we tend to dilute our brand.  Our efforts to be all things to all people in all situations tends to weaken our presence rather than build it.  A strong brand is built on consistency, but it starts by having clarity over just what your brand is.  Your behaviours and interactions are then measured against this image, ensuring that everything works in alignment with and support of the brand.

Many companies work extremely hard at not only crafting their desired brand but also ensuring that everything they do, every decision they make supports that brand.  Consider Harley motorcycles.  You know exactly what type of bike a Harley is, you know exactly what your experience of a Harley will be, you know exactly what others will think of you on a Harley.  This is a strong brand.  It is clear, it is consistent, it is memorable.  This is the brand that others share and spread.  Whether you have ever ridden a Harley or not, you are already primed to 'experience' a Harley in a specific way.

Now consider what the advertised experience of 'you' is.  What messages are being communicated about you to others, priming their future experience of you?  If it's not likely one that you want... start crafting a new one and use it to guide all of your future behaviours and actions.  The more consistent these behaviours,  the more others can trust in them to be true, the more they will share them with others, 'selling' and spreading your message of you, for you.

If you don't like to brag about yourself, then this is the strategy for you.  Instead of having to toot your own horn... get someone to do it for you!

Are you working Big or Small?

Let's face it... there is no shortage of work to be done.  Our schedules are jammed. We race from one meeting to the next, one task to the next, one conversation to the next. We get stuff done.

But... and this is the definitive but... we mostly play it small. Every day we are caught up in pushing through the clerical and bureaucratic work. Yes, I do realize that it's your 'job', but when you are in the mode of 'getting stuff done', of just 'pushing things through' to get them checked off the list, you are doing the Small work.  The day to day grind of those things that need to get done but that don't distinguish you. We can get so caught up in the 'busyness' of work that we overlook the fact that we are simply being busy, but not getting busy on the things that matter.

If you want to stand out from the crowd, then you have to be prepared to do the Big work.  These are your key differentiators. This is what your competition is likely not doing.  Like you, they too get caught up in the bustle of the everyday.  To stand out you have to be prepared to take on the Big work.  These are those elements that might be risky, that might prove scary, but that help you to stand out and move up.

The Big work can take place in small moments of decision.  Moments in which there is no time for major planning or design, just the need to step up to the plate.  These are the moments that you could quite easily pass on.  No one would fault you for not doing them because they likely are not fully within your job description.  They are risky because, if you fail, you will be faulted.  However, if you succeed, it is a certainty that you will be remembered, appreciated and noticed.  Ultimately, this is the formula for getting promoted.

You can play it safe and build your career safely straddling the 'Meets Expectations' line but know that your greatest achievements and successes in life occurred when you stepped away from that line and took a chance. The moments that likely still infect you with a feeling of pride and accomplishment were those when you thought and acted Big, when you stepped away from the safety and comfort of small thoughts and small deeds.

Look at how you fill your days, the activities you engage in, the thoughts you have, the risks you take and ask yourself... Am I working Big or Small?   Your actions drive your rewards.  Are your actions in line with what you want for and from your life?

If you work Small, even in huge volumes, expect small rewards.  Working Big is what it takes for those big rewards.  You don't need a lot of them, but you do need them if Success is your goal.



(for other ideas on getting noticed and standing out, check out our Online Bragging Rights training program at...  http://tinyurl.com/8xxl3fd)