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​The biggest fallacy in business: if I work hard I’ll eventually get to where I want to be.

​While hard work and a myriad of other competency-based characteristics are certainly important in growing ones career, they play second fiddle to the #1 most important thing that drives our careers.

Recently I found myself engaged in a discussion I hear all too often:

“I’ve been trying to land a job doing (insert job title) but I’m not getting any responses from my job applications online.”

This was coupled with:

“I’m trying to break into (insert industry) but I have no direct industry experience and am having a hard time with people taking my capabilities serious without industry experience.”

​Both of these situations and the people involved are experiencing the same thing – they haven’t built or leaned on the appropriate people to help them with their career quest.

Enter in the #1 career advancement driver: RELATIONSHIPS

The people which make up your professional ecosystem are ultimately the ones who will make the difference in your career, not just hard work.

Back to our scenario above.  Applying to jobs on the internet, or the black hole of death as I commonly refer to it, does have its merits, yet by no means are online job boards the best place to land your dream job.  Online job boards are built to do one thing and one thing well – weed people like you out.  According to Robert Meier, President of Job Market Experts, only 2% of candidates applying for jobs online actually get an interview.

My personal experiences have shown that many people find the online job board process frustrating, cumbersome and verging on a galactic time suck.

If we can’t rely on online job boards, what options do we have?  Enter back to the stage our good ole friend ‘Relationships’, our #1 suitor for career advancement.

Your education, hard work and perhaps charm will only take you so far.  Relationships, the people above you, below you and your peers, are the ones that stand to make the biggest impact in your career.  When we are in school, soon to graduate and looking for our first opportunity, it’s people that give us the chance, not necessarily our stellar academic performance.  Our grades may assist in getting us to the conversation however the driver behind making the decision is someone who wants to give you a shot. 

Same can be said in corporate America.  I remember the first time I was going for a management promotion.  My boss at the time told me, “it’s not the people above you that will promote you, it’s your peers and people who report to you.”  That really struck home because if my boss were to ask my peers and employees what they thought of me and the response he got was less than stellar the likelihood that feedback would impact my forward progress in my career is likely to be substantial.
When you’re neck deep in your career often times it’s who you know, not what you know.  The ‘who you know’ opens doors, ‘what you know’ helps you facilitate the work at hand, not landing the job itself.

What many professionals miss out on is the importance of building lasting professional relationships.
Not every relationship has the capacity to turn into something that is special and will impact your career however if carefully practiced and made a priority it is certainly possible several of your professional relationships overtime can produce fruitful results for both parties involved.

Why is it then people don’t spend more time and energy in building their ecosystem of professional relationships?

Answer: because it isn’t easy nor is it quick in producing results.

Relationships take time and investment.  The best relationships have a ‘pay-it-forward’ mentality where both people see the bigger opportunity to help one another without quid pro quo.  If you’ve ever read the book ‘Go Giver’ by Bob Burg, it also happens to be my favorite all time book on life and business, you know that relationships and the power of doing for others often times sets the stage for incredible life experience to come.  This of course is true in business.

Relationships are hard to foster over long periods of time.  It takes trust, consistency and energy.  Yet when done genuinely relationships have the power to open doors that may not have been available without it.

​If you’re read this and feel like it’s time for you to step up and grow your ecosystem of professional relationships follow these steps to get on the glory road of professional relationships.
1. Understand what your WHY is for building relationships? (most importantly, what can you offer to others in the process?)
2. Identify 2-3 professionals within your circle of influence, take each of them out to coffee for the purpose of building a better, tighter and more collaborative relationship
3. Go to industry networking events
4. Rinse and repeat (a couple in-person meetings or events is only the start; build into your schedule 2-3 times a month where you make it a priority to meet with people)

How do you know the decisions you make for your career are the right ones to make?

​On February 20th DeviceAlliance and UCI’s Division of Continuing Education will take aim at the in’s and out’s we face throughout our careers in an event called ‘Medical Device Career Navigation’.
While we are all very different as people in our behaviors and our mindsets it’s remarkable how those differences bond us in similarity.

Many of us will experience the same decisions throughout our career.  Do we take the money or the training?  Prestigious titles versus meaningful work?  Take a step back to hopefully take two forward.  Be my own boss or work for someone else?  Stay the path of employee or seek opportunities in management? Or even leaving a career to begin anew.

The answers to these questions are never easy yet we are all faced them!  In this, a powerful opportunity exists - learning from those who have been there before.

On the 20th of February in Irvine, CA the event ‘Medical Device Career Navigation’ will embark on a journey through the entire life cycle of a career from college graduate to retirement, and everything in between.  Attendees will hear from experienced professionals who represent three career segments:

1. Recent grad/ early stage professional,
2. Corporate life, and
3. Entrepreneurship/ consulting

 
EVENT SPEAKERS

​As we work our way through each career segment we will hear and learn first hand from professionals who have been there and done it before.  We’ll discover the lessons they learned, decisions they made and outcomes they experienced along the way.  We’ll learn from their stories and have opportunities to inquire about our own situations to collect feedback and direction.

During this event we will also discuss structured processes for decision making, like ACIP.  ACIP, or Alternatives, Consequences, Information and Plans, is a process for collecting information and understanding our options BEFORE we make a decision. 

Utilizing processes like ACIP and others which are similar can help improve your decision making process.  Combine that with experienced anecdotes from people who have done it themselves and we have a recipe for improving our chances of making the best decisions for ourselves while reducing regret or heartache along the way.

Save the Date: Be sure to join DeviceAlliance and UCI’s Division of Continuing Education on February 20th, 2018 at 5:30PM for an evening of learning and discussion on ‘Medical Device Career Navigation’.  Event details and RSVP click HERE.

​The supplier selection process is an important and vital step for any size company.  Making the wrong decision leads to countless hours of wasted time and of course money down the drain.  A successful supplier selection process is even more important for small and start-up based business where financial considerations are at the top of the pecking order.

​When looking for a new supplier follow these steps to best position yourself and company for success:
1.Know What You Need Before You Need It
Two reasons this is important: 1st – if you don’t know what you need how will you be able to explain it to a supplier?  When we know what we need and therefore want we're better prepared to explain those needs while setting expectations for what a successful partnership and outcome looks like.  This minimizes miscommunication and opportunity for expectations falling through.  2nd - Waiting till the last minute to find suppliers often leads to decisions being made which may get you out of a momentary jam but leads to larger problems down the road.  For this reason it’s vital you are proactive in establishing relationships with vendors and suppliers.
 
2.Establish Minimum Expectations for Vetting Suppliers
Establishing minimum expectations means that you will vet all potential suppliers with the same list of needs, criteria and expectations.  This will help to create an even playing field when vetting suppliers and their capabilities.  Similar to #1, when you know what you want and have created a way to gather information which allows you to do equal comparisons your chance of making the right decision increases dramatically.  If need to create a checklist to hold yourself accountable to making the right decisions then by all means do so.
 
3.Be Strategic
Once you know what you need from a supplier it is important to think about other associated or cross functional activities which need to be done that could be accomplished by a single supplier.  The ideal situation is you find a supplier that can do more than just one component of your needs, therefore providing more value in the long run. This also saves time because you have less suppliers and vendors to managed increasing your efficiency and effectiveness.
 
4.Supplier Identification
Referrals, referrals, referrals.  Once you know what you need the best approach to finding the right supplier is by reaching out to others in your industry, or industry associations, to learn who they use, and just as important who they don’t use.  Take the time to read reviews, gather intel from people you trust before you start calling potential suppliers. While sites like Thomas.net and Google can provide this information it is likely you will quickly find yourself overwhelmed with information.  In the end the most useful data is those that are unbiased or comes from experience which is best collected from trusted resources.
 
5.Outreach and Selection
When speaking for the first time with a potential new supplier try to connect with the people you will actually be working with, not just the company’s sales person.  This is important because once the relationship is established the majority of your time won’t be spent with their sales people rather those delivering the service or product. What is their communication like?  Do they respond quickly and address mistakes immediately?  What is their customer retention rate? Find out how long their employees have been with the company too.  If the company suffers from consistent turnover that should be a big red flag as you will likely have to be much more involved with this supplier helping coach and direct new employees to ensure the work is done properly.  You don't want to be in a situation where you're training your suppliers new employees just so they can turn around and bill you for it.  Also, where are you in the pecking order of the level of importance to the supplier?  Don’t be fooled, not all clients are treated equal, even if they tell you otherwise.  When you know where you stand it is easier to build a relationship based on realistic expectations.  In the end, supplier selection should come down to three things, in ranked order:

1. Performance
2. Relationship
3. Price

At the end of the day it doesn’t matter how affordable or cost effective a supplier is, or how nice they are as people.  If they can’t perform, and do so consistently, the other two don’t matter.  I’ve also found that paying a bit more for the right service and relationship often times is worth the investment it in the long run. 

As generations continue to evolve in our country so do the thoughts and feelings of people in present day. 

One thing that has been consistent through the years is the questioning of authority across all sectors: government, public and private.  Those who are in a position of authority certainly have a tough job ahead of them as they are constantly under fire by the very people they claim to serve, whether its justified or not.

Which leads me to an important question: Does questioning authority help or hurt us?

Let’s examine some current situations in our country:

Wells Fargo Scandal
Wells certainly isn’t the first bank to ever have dealt with a large scandal.  Most of us recall the recent recession where banks by the hundreds got rich off of consumers thanks to unscrupulous business practices.  Nothing new here.  What is new with the Wells Fargo scandal is that it went on for a period of five years with almost zero questioning by internal management.  Customers were certainly questioning Wells aggressive sales tactics however I’ve not been able to find one single instance of an internal person in management which stood up and said, “this isn’t right”.  Two comments are appropriate here: 1) it’s highly possible this did happen it just hasn’t been publicly released; 2) when you’re an internal employee it can be incredibly scary to blow the whistle on your own employer, especially when your employer is the largest banking institution in the world.  In this case, the lack of questioning authority proved to be harmful as thousands of customers were negatively impacted, jobs lost and countless tax payer dollars will be spent and wasted dragging this banking giant through the legal system.

CDC & DTaP Vaccine
In June of 2016 the CDC (Center for Disease Control) announced in a 13 page report that one of the nationally required vaccines, DTaP - which all children are required to take to enter school, has now been linked to cause autism.  In 2016 it is expected that 1 in 68 children will develop autism in comparison to 1 in 150 in the year 2000.  Autism is a major issue within our country with its occurrence rate doubling over the last 15 years.  While this information is still very new to the general public it was eventually brought to the surface thanks to hundreds, if not thousands, of parents who stood up and demanded transparency from our government.  In this case, questioning authority has proven to be helpful as the general public will now have more transparent information in which to make decisions by.

Societal Altercations with Law Enforcement
It’s a tough time in our country to be in law enforcement.  It’s equally tough for many of our fellow Americans who feel their rights have been stricken from them as a result of discrimination.  Regardless of which side of the fence you’re on its one of the most sensitive topics in our country today.  As shootings during police altercations continue it’s increasingly difficult to discern what is justified versus what is crossing the line, infringing on the rights of the common person.  When we question authority in these moments it is vital that we do so with a quest for transparency and truth. This is why I believe Martin Luther King Jr. was so successful as he believed violence was not the answer toward successful activism and change.  As a result he was able to lead our country through some of the largest equality reforms in our nations history.  In this instance questioning authority is appropriate however the way we go about it can either support or diminish our cause which is why it’s important to think before we act. 

Kaepernick Takes A Knee
Colin Kaepernick, NFL Pro Quarterback for the San Francisco 49ers, started a movement which makes a statement about the inequalities within our country, addressing the law enforcement altercations mentioned above.  While he certainly has the right to a peaceful protest are his actions impacting change or causing further issues?  Furthermore is the forum in which he’s doing it, employed by private organization (which the NFL is), appropriate?  While I may not agree with all the things that go on in our country I still respect the flag and our national anthem as they symbolize the freedoms which were brought about by men and women who gave their lives so we could enjoy a life of choice in this country.  There are plenty of other countries in this world who have much harsher living conditions, sometimes I think we forget how good we have it here even with our current day challenges.  Are there equality reforms which need to be made, certainly, but we can’t lose sight of what’s important just to make a point.   In this situation I believe Kaepernick’s questioning of authority and the way he is going about it is actually counterproductive to what his original cause is.

I’m a believer that questioning authority or the status quo for that matter is always a necessity however perhaps the real question isn’t ‘Does questioning authority help or hurt us?’  Perhaps the better question is ‘What is the best way to go about questioning authority to drive actual change?’ 

​Please feel free to share your thoughts and remember to be respectful of other people’s views – it’s what ultimately makes this country great.