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The story of the foul-mouthed CFO – A lesson in sales

December 15, 2008 by

Over a six-month period, I heard multiple stories about a foul-mouthed CFO who openly dressed-down employees with language that would make a longshoreman wince.

With each telling of the story, the CFO’s behavior got more dramatic.  I could not help to think how this person’s name got dragged through the mud – because none of the people who told me the story worked at the company.

I soon began to wonder if this person could get hired again.  If I said to someone “I’ve been told this story about a CFO who swore at employees”, about 90% of the time, they would reply “Do you mean __________, at ___________”.  

I am not surprised a story like this spread so quickly.  Here’s what’s surprised me.  With the same volume, I heard stories coming out of networking meeting where the candidate was “forced out by their boss”, “needed a mental break”, “is only looking to move overseas”, etc.   Most often the statements were made by the candidate.

Remember, a search is like a sales process.  The product is you.  So be sure to present yourself in the best light by planning your networking meeting and being cautious with the statements you make.  

Unlike Vegas, what happens in a networking meeting does not stay in the networking meeting.

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Checking Your Referrals

December 15, 2008 by

This is a lesson in protecting your reputation.  Before you meet with someone – see what you can learn about their business dealings.

I was able to meet with Clyde (Surprise! Not their real name).  He was very gracious, professional and extremely well connected.  Our meeting resulted in sixteen network contacts.  Wow!   That is a candidate’s dream – a week’s worth of networking in a single meeting.

Being so stoked about the meeting, I told my colleagues.   Then a good friend said “I’d be careful tying your name to Clyde’s.  His business reputation is very mixed”.   In time, I found this was very true, nothing unethical, but let’s just say he took care of himself.

Thank heaven my friend said something, as I’ve networked with people who prefer to not deal with Clyde.   Bullet dodged, lesson learned.

I did follow-up on Clyde’s contacts, but I was certain to establish my relationship with him. 

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Being honest about how well you know someone

December 15, 2008 by

It is nice having a strong relationship with the person who referred you – as the referral is seen as a personal recommendation.   Once you move along in the chain, the relationship is thin, but that does not mean you’re networking meeting is doomed.   It’s only doomed if you overplay the depth of the relationship.

At almost every meeting, the question of how well I know the person who made the introduction is asked.  I am straightforward; in fact, I give the entire chain of referrals.

The only comments I made that showed any type of ‘relationship’ with someone I had only met through networking was areas we had in common (colleagues, companies, etc.) and the number of referrals that they gave me.

I know overplaying your hand dooms the meeting.   Here’s another mistake I made early on in my networking – so you don’t want to make the same one.

While I did not outright lie, I was not clear and it set a poor tone for a couple meetings.  I used vague language regarding my relationship, figuring that the person I was meeting could ‘imagine’ what they like.  What I think they imagined in that “this guy is a desperate job seeker or an idiot or both!”

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Establishing a “Do Not Call” list

December 15, 2008 by

I added this topic, because people forego good judgment (myself included), in order to get to connect with someone who is supposedly a ‘great’ network contact.

This topic would seem to run counter to everything else on this website.  But your time is one of the most valuable resources in a search, so spend it with people who see networking as a mutually beneficial activity.   For those who don’t make your “Do Not Call” (DNC) list. 

As your network grows you will run across the following types of people

1.       The Takers  (“What Can You Do For Me”):  Make no effort to offer help in return

2.       The Inactive:  Offer to help, but never do, even after you follow-up

3.       The Scam Artist: See networking as a trick to get what they want versus building a relationship

4.       The Bold and The Not Beautiful: Trade on your name without your permission to get connected

5.       The Tosser: They pass out contact information for people with whom they have no relationship

For the “Takers” and “Inactive”, I generally give people the benefit of the doubt on a first meeting, unless it’s over the top that this person is bad news.   For #3-#5, once this tiger shows its stripes, put them the DNC list.

In networking, your reputation is everything.   So give strong consideration before connecting them to your network.    Also, if they call to meet again, politely say “No”.

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