Three Things
Nick Burkholder
I’ve noticed that the frequency of the “What is the single most important practice to be successful?” question increases in direct proportion to the competition for jobs and promotions. I’ve never responded to (nor asked) the “What is the…” questions. Nothing is that simple and you too should avoid such questions. Besides, there are no less than three “most important” practices to optimize your career:
1. Get on the scale
Although performance measurement is finally being embraced there is a reluctance to apply standard measurements to one’s own organization or performance. At least this is a reservation that I understand. We’re all for measuring – others. It’s measuring ourselves that is discomforting.
It is difficult to initiate any change let alone a practice that includes measurement. Making an appointment for a physical or starting an exercise or weight loss program is not easy but once started tends to bring out the conviction and passion of the recently converted. It’s the same with measuring your own performance. I can tell you it is good for you, and you probably know it is good for you. It’s getting started that is the hard part and no matter what I say or even you know, you have to start.
We know that even the clear and present danger of cancer does not preclude some from smoking but I still must point out the clear and ever present likelihood of losing your job if you don’t document your performance. When the CFO sees you, he or she is questioning what you cost the organization and what you contribute. Just as you must take responsibility and charge of your health, measure your own performance.
Done right, performance measurement is incredibly empowering. And measuring, just measuring improves performance as well as making the CFO smile.
2. Learn a project management program
Microsoft Project should be included in at least the Professional version of Microsoft Office. Of all their products, it will do the most to enhance your performance, and career. Project management software also provides an invaluable perspective to help you understand the intricacies of any engagement as well as plan and deliver.
Virtually all project management software helps you to clearly define assignments, effectively and realistically plan, execute according to plan, and evaluate post project performance. Project management software is more than a tool which optimizes performance and promotes continuous improvement; it becomes an integral part of the work itself.
Learning a new or even upgraded word email, word processing, or spreadsheet program requires effort. And a project management program will require considerably more. However learning the most popular project programs requires you to approach the work in a very logical and comprehensive manner. It is worth the effort just to learn to recognize all the discreet elements, contributors, connections and timing to deliver on plan. Learning the software
Project management software also serves as an ongoing operating guide and is an effective communications and reporting instrument. There is great value in the accumulated plan and actual timelines alone. And because the use of project management software outside technical functions is still relatively rare, it will reflect particularly positively on you.
3. Get your customer to help you, to help them.
Inevitably we are so positive at the start of an assignment. This time we are going to do it right. This time, they’ll be pleased with our performance. Good feelings all around. Optimism reigns.
And then everything starts to falls apart and becomes difficult, just like it always does.
It doesn’t have to be. It can be easier.
First you must destroy your current working construct – the one where you are given an assignment and your job is to complete it. Most work is not about getting the ball or baton and running with it. You cannot achieve optimum performance without getting help - and answers from your customer.
A doctor that treats a patient without the patients help will not be very successful. Contracting or consulting skills will help you to get your customers to help you, to help them. And like other timeless business practices, contracting skills enhance all work processes.
Before you can employ good contracting practices, it is essential that the customer understand what you do and how you can help them. That may well seem to be unnecessary, but it is important for the customer to understand your specific approach to work and how you can help them.
What is clearer and needs less explanation than a car salesman? But the most successful car salesman I’ve ever heard of explains that has an expert understanding of his product line and that of his competitors. If appropriate he adds that he is completely committed to using his expertise to help the buyer make the best choice, and to make the complete car acquisition experience as good as it possibly can be. That is a good start to any engagement.
The next step in the contracting process is to find out what the customer wants. This will probably be first met with a strong, if not precise declaration that you are expected to accept without question and get to work. However that certainly doesn’t foster high customer satisfaction in the long run, or even the short. Even if it is the rare customer that knows exactly what they want, you are responsibly for helping them validate their requirements and consider other options.
The gas mileage in the largest model may be a problem in light of the long commute. The two doors may make it harder getting the kids in and out of the back. You should present options if only to validate and better define the customer’s requirements.
The third contract step is to let the customer know what you need from them. It the case of the car it is at least good credit and a down payment within a specific amount of time. The car won’t be there indefinitely. If the buyer doesn’t have good credit the salesman’s time will be wasted. It’s okay not to let the customer waste your time.
The fourth and last contract step is to reach an agreement. This sums up the purpose of the relationship, the customers requirements, and your requirements. This can be a simple email or a complex sales agreement. But it is the standard that unless changed by mutual agreement, is the standard by which the work is evaluated.
Not one, not two, but three. These three practices will fundamentally improve your performance. And improving your performance is the best way, the only sure way to achieve career success.