To get where you want to go in life, you have to take chances, step out of your comfort zone, and sometimes do things that scare you.
Are You In Group 'A' or 'B'?
I run into so many people who complain how they can't find a job, or get a promotion, or find new, great clients (Group 'A'). I also run into people who find a job quickly, get that promotion, and regularly find great clients (Group 'B').
What is the difference between Groups 'A' & 'B'?
- Group 'A' has developed the most perfectly formed excuse structure holding them back from success.
- Group 'B' fights their big fears every day, dismisses the weak ones, and gets shit done.
What do they do?
- Group 'A' blames their weaknesses, the market, their age, other people, and how customers demand so much more. They moan about their bad luck, how no one wants them, and how other forces are impacting their success.
- Group 'B' doesn't play that game. There is no time for blaming. They figure out what needs to be done and they do it. They realize it's going to be hard, they will be tested, and they will have to push themselves harder than ever before.
What happens in the end?
- Group 'A' plays the same broken record every day and suddenly find that half of 2017 has passed them by. They're still without a job, with no promotional opportunities (and their current position on the chopping block), and clients disappearing at an alarming rate.
- Group 'B' gets the interview and offer. They get the promotion and raise they asked about. They go after and get even bigger clients - bigger than they ever dreamed.
Which group are you currently in? What group do you want to be in?
Extra Credit . . . How To Be In Group 'B':
- Stop looking and finding excuses for your situation. You're a smart boy/girl — you know exactly what the problem is. Get out there and take action.
- Be Bold In Life - Start taking chances — not wild-ass ones, think about your next steps and then move!
- Ask for forgiveness, not permission — this is my mantra — reach out to that unreachable person, ask for that raise, go after that affluent client.
- Do It NOW - Don't wait for 'the right time'. There's no time like the present. "Action expresses priorities." - Gandhi
- Stop procrastinating because you're 'afraid'. This is a No Whining Zone — no one is going to change your diaper.
You're Not Charging Enough For Your Services.
The other day, I came across an old contract when I worked at <confidential> from a famous consultancy called <confidential> in NYC. The contract was signed prior to my employment and after 2 months, I fired the consultancy based on their incompetence with the project. I was amazed with the short and cavalier agreement and the associated fees for each service:
- Project Management: $39,800
- Creative Development: $45,025
- Website Development: $57,350
- Audio Production: $8,550
- Testing & Delivery: $27,350
- On-Site Production: $98,580
- Electronic Mail Campaign & Fulfillment: $5,875
- Recording Studio & Equipment Rental: $15,885
The Grand Total? $298,415 for approximately 2 months work building a simple web site with six hour-long webcasts. Oh by the way, the price doesn't include any changes/additions, overtime, hosting, travel expenses, or technology. That's extra. (I get the feeling they came up with the number and worked the financials back into logical groupings — again just a feeling)
Three-Hundred-Thousand-Dollars. Granted, the agreement was dated 2000, so in today's dollars, we're talking over $400K to build a simple site.
But I present this contract to you to illustrate one simple fact:
MOST PEOPLE DO NOT CHARGE ENOUGH FOR THEIR SERVICES.
Why? You're afraid of losing clients and scaring away any potential prospects.
Guess what? GOOD! You don't need to work with them! It's time for you to fully understand the value of your services and to get a better idea what the market will bear. What would happen if you increased your fees by 50%? 75%? or 100%? I know what would happen . . . it happened to me:
- You would have less clients. You can then spend more quality time with your current client base.
- You would have higher paying clients. People who are probably more successful.
- You would have clients who are serious about working with you. You will be working with people who play better tennis, so you'll have to bring your 'A' game.
- You would have clients you really want to work with. Charging more allows you to be picky and not just take anyone.
- You would begin to build a long list of clients who demand your services.
Are there lines around the door when HTC releases a new phone? No. How about Apple? Absolutely. You need to be the Apple of your industry.
At first it's scary. Clients will bolt, they will complain. But new clients will appear and start telling their friends.
As an example, I have a client who was charging some of her clients $100-$125 per session. After much prodding on my part, she is now charging $200 per session, and her clients are telling their friends — and her appointment book is overflowing with new clients. (By the way, she just hit her all-time yearly revenue goal in 2016!)
I also coached another client who was feeling unappreciated in their current role. They have been delivering key improvements to the company for over five years (most making the annual report). But for some reason, they received no raise, promotion, or accolade from management. They tried to inquire, but were rebuffed time and time again. Ultimately, I had them look outside of the company and within a month, they had a brand new position at a bigger firm with an increase in pay of 20%.
Raise your prices with chutzpah and the clients will line up at your door.
P.S. I'm not a hard-liner on this. I do coach two pro-bono clients every month. So there.
Basic Résumé Structure For Success.
Many of my clients frequently ask me for my opinion on the do's and don't's of a good résumé. Let me begin by saying résumé advice is highly subjective. Everyone has an opinion and everyone will find fault in your advice. I am going to go out on a limb and let you in on what I think is a basic, generalized format (IMHO):
Contact Info: Name, Cell, Email, Address, LinkedIn URL (this is new - make it like www.linkedin.com/in/richgee)
Summary Statement: 1-2 sentences that clearly define who you are and what you're looking for. Feel free to add a few bulleted items - not a lot. It needs to be powerful and slightly provacative.
Experience: Company/Location/Duration
Education: Keep it short and sweet. Add in any related experience, workshops, seminars, etc. That's learning.
Activities: One line, make them interesting. A good hiring manager is looking for enthusiasm and fit - give it to them.
Optional: If you have room - add a testimonial or two from important people you've worked with. You can grab them from LinkedIn. I have a client who had two testimonials from the presidents of both companies they worked for - I told her to showcase them!
Length: 1 Page - New to the workforce - 1-2 years out of school. 2 Pages - Normal - 3-10 years in the workforce. 3 Pages - Experienced - 11-30 years in the workforce. 4+ Pages - C-Level Executive.
Format: Font: Helvetica - don't play with serif fonts (my opinion) Columns: 1 inch either side - give it space Leading (space between lines): 1.2 - give it space Size: 10-12 point - normal reading font size Footer: Your name and 'Page 1 of 3 Pages' (it helps) Delivery: PDF (Word attachment if asked) - it keeps the format
Again - this is my opinion and can be seen on most résumés. Remember, most recruiters and hiring managers are going to initially spend 8-10 seconds scanning your résumé. The more you make your résumé unique, the harder it will be to absorb key info and they'll toss it into the circular file cabinet. Keep it simple, concise, and easy to read/scan.
If you are in a specialized industry, you will (of course) modify what I've listed above.
- Creative - add a bit more color, font use, even a subtle graphic (photo).
- IT/Engineer - add more areas for tools/software etc.
If you have any more questions, call me anytime. - Rich
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BRAG — Toot Your Own Horn Without Blowing It.
Most people can’t sell themselves.The Best Salespeople, who obliterate their numbers every year selling products and services - have a hard time developing a personal talk-track. Accomplished Executives, who are comfortable pitching in boardrooms, convincing multi-nationals to sign on the dotted line — have a hard time in interviews for a new position.
Business Owners, day-in and day-out, have the best location, web-site, media, and business card — have a hard time coming up with a simple process to close the deal.
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Little is written about the options available to CMOs to progress beyond their role as marketers and become key players at the executive committee level. At the Rich Gee Group, we frequently run into many C-Level executives who want to progress to the top rung and help them develop a strategy on what they should be doing to make themselves credible contenders for the CEO berth.