Your next interview

Your next interview is probably tomorrow, even if you’re not looking for a job.

A friend of mine has an important first meeting next week with a key customer.  It’s a relationship he’s inherited.  When describing it to me, he called it an “interview,” which gave me pause; from all external appearances it is nothing of the sort.  Most people would say it was an “introduction.”

But of course he’s right.  It is an interview, as is any first meeting.

We delude ourselves into thinking that meetings are about what meetings purport to be about – this proposal, that idea, that other collaboration that’s been on the back burner for a while.

The shift comes whenever the person you’re meeting thinks, “Wow, she’s just amazing.” Because then that person (prospective customer / partner / vendor / donor) shifts into a different mode, trying to figure out some way to work with you and some way to collaborate and make the next meeting happen.

When this doesn’t happen, you’re stuck in a beauty contest next to all the other people who offer a similar product at a similar price with similar benefits.

You’re always interviewing them, and they’re always interviewing you. Which means need to sell yourself first, in the right way, each and every time.

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The full court press

I just loved Malcolm Gladwell’s recent article in the New Yorker, “How David Beats Goliath.”  It aims to explain nothing less than why and in what situations the weak beat the strong.

Like any good story it has a likeable but complex protagonist, some twists and turns, and plenty of surprises.  It weaves together the fate of a 12-year-old-girls’ basketball team, former all-Pro running back Roger Craig, a successful immigrant entrepreneur, wars throughout history, renowned NCAA coach Rick Pitino, and Laurence of Arabia.  What’s not to like?

My favorite line out of many great lines: “Relentless effort is in fact something rarer than the ability to engage in some finely tuned act of motor coordination.”

Over the last decade, relentless effort has gotten a bad rap.  The Internet and Wall Street booms both reinforced the myth of the overnight success.  Have a great idea for selling dog food online?  Internet millions!  Are you 25 years old, smart, confident and good with numbers?  Here’s your million dollar bonus.  Are you gutsy enough to buy a house with no money down and resell it a year later?  You too can be rich!

Sure, it’s nice to dream big and have inspirational icons, but at some point as a society we end up undervaluing hard work and making collective bad decisions based on a something-for-nothing mentality that works fabulously until the music stops and lots of good, hard working people are left holding the bag.

So now we all have to get back to work.  Hard work.  And this presents two challenges: first, you have to be willing to do the work.  And that means every day, for years, long after the thrill of getting started has passed and the early glimmers of attention (which paint the outlines of what might someday be possible) have faded.  This is the hard part.

Harder still: where exactly should you place your effort?

This is about finding your own highest and best use and leaning your shoulder into that wheel.  Hard work in the wrong situation or on the wrong problem won’t get you there (though that may be part of the learning and discovery process).

So be willing to do the work, and be open to crazy-sounding ideas that may work better than what everyone else is up to.

In basketball, apparently, that’s the full-court press.  What it is for what you do?

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The biggest risk online

Your mind doesn’t really understand it means to be online.

For example, I’m sitting in front of a computer screen, typing something that I will post on my blog.  Am I really conceptualizing the experience of each and every real, living, thinking, influencing person out there reading this post?  Am I also keeping in mind the network of people they’re part of with whom they might share this post if it strikes them? Or recalling that the words that I’m writing will be in the pubic domain, findable and searchable, forever?

Kind of makes you stop and think for a second, doesn’t it?

I’m probably not going to be able to process all of this — it’s just too much to ask of me and my simple caveman brain.  And I think it’s too much to ask of most people, which is why typing an email or writing a Facebook status update is the online version of road rage: we forget ourselves and morph into semi-anonymous bots who act in ways we never would in the real world (unless you know lots of people who shout out, “I’m taking another nap at work!” in a permanent, globally searchable database that will live on forever).

Since you’re bound to forget this too, why not cling voraciously to common sense and good manners?

Why not ask yourself if the tweet/status update/text/IM/blog post/email you’re about to write would hold up if you had to stand and read it to a close friend or a relative or your third grade teacher or a loved one or your boss?

It’s deceptive to type away and think/hope/fear that no one is listening.  Would you act differently if you were standing in front of a room filled with everyone who might hear you and all of their friends?

I sure hope not.

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I missed you

Between trying to catch up on work and a publishing glitch this morning, there was a gap in my blog posts.

I was talking to one blog reader yesterday who said, “What happened?  You didn’t post today.”

That’s great news.  If you want to influence, if you want to lead, if you want to have voice and influence, the three words you most want to hear are “I missed you.”

Think about all the noise and commotion and all the competition for people’s attention.  Think about big corporations spending millions to find a way to get to all the people who are TiVoing their favorite shows and SPAM filtering their emails and do-not-calling at home.  Think of all the BlackBerry-buzzing, iPhone-app using, Kindle-reading cacophony of communication careening through everyone’s days.

If you have broken through so much that you’re missed, you’re doing well.  And if you’re missed by 100 or 1,000 of the right people (for you!), you’ve arrived.

(Just to clarify, this post isn’t about blogging.  It’s about your organization, your product, your program, your community, your career, your voice.    It’s about you.)

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Reductionism addiction

The apples you buy in the supermarket are about to get a grade.  So are the grapes and the Oreos and the Diet Coke. It’s part of a new effort aimed at helping make it easier to know how to buy healthy foods in American and European supermarkets.

Here we go again.  The too-familiar premise is that food is nothing more than its component parts – the nutrients and the carbohydrates, proteins and fats that make it up.  I’m no expert, so I’ll defer to Michael Pollan, author of “In Defense of Food” and “The Omnivore’s Dilemma” (worth a read), who recently argued on NPR that the science behind this nutrient reductionism is pretty weak.

More broadly, Michael observes that the human body is capable of thriving with an astoundingly wide array of diets (think Eskimos vs. Mayans vs. Italians). Yet there is just one diet that has consistently proved toxic; one diet that leads to obesity, heart disease, and diabetes; one diet that we as a species cannot adapt to.  You guessed it: the Western Diet.

So we solve for that problem by grading our food.

This kind of reductionism is everywhere, and it’s a poor substitute for intuition, culture, history, and the basic act of coming to your own conclusions.  We know in our gut, in the eighth year of an unprecedented stock market and real estate boom, that something isn’t quite right.  We know in our gut that there’s something fundamentally broken about the amount of money CEOs are getting paid.  We know in our gut that the latest collateralized security might really be risky, AAA rating and analysts’ report be damned.   This is the little voice inside of you that begs to differ.

We don’t need to throw the baby out with the bath water and stop creating metrics and analysis.  But there are times when we need to stand up at the outset and acknowledge that the Emperor has no clothes.  A letter grade to decide which kind of juice is better for me or whether I should buy Milano cookies or Chips Ahoy?  C’mon.  A star rating for charities?  Equally problematic.  An in-or-out screen that rates all large corporations around the world and tells you which collection of 100,000+ people doing a million different activities is and is not ethical?  It’s all mostly meaningless if you don’t make your values system explicit going in (e.g. no liquor, arms, gambling, etc.)

And this is the point.  Measurement and metrics matter, but we’ve put so much faith in the nutritionists and the bankers and the ratings agencies and the charity screeners that we’ve given ourselves and our values and our intuition a pass.  We know deep down that orange juice is more than a collection of sugar, water and vitamin C, but we let ourselves be convinced that fortified Sunny Delight or Countrytime Lemonade is more or less the same thing because the nutritional label tells us so.

So read the label, learn what letter grade your chicken gets and the star rating on the nonprofit you’re thinking about supporting.  But use these only as a way to make sure you’re asking the right questions; don’t be fooled into thinking you’ve just been handed the answer.

Because what makes you think that someone out there knows (or cares) more than you do?

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This just in – Blue Sweater Book Reading May 13th

Talk about a group that’s rolling up its sleeves and making things happen.

The Young Professionals for Acumen Fund are holding a book reading of The Blue Sweater with Acumen Fund CEO Jacqueline Novogratz on May 13th at 6:30pm at The Bubble Lounge at 228 West Broadway in New York.n41692100926_7946.jpg

“No RSVP is required but space is limited. Please arrive early.”  And a percentage of proceeds from the bar benefit Acumen Fund.

Should be fun.  Hope we’ll see you there.

Spread the word.


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