EMPLOYEE VERSUS EMPLOYER
By Pat O’Donnell
“America has entered the age of the contingent or temporary worker, of the consultant and subcontractor, of the just-in-time work force – fluid, flexible, disposable. This is the future. Its message is this: You are on your own. For good (sometimes) and ill (often), the workers of the future will constantly have to sell their skills, invent new relationships with employers who must, themselves, change and adapt constantly in order to survive in a ruthless global market.”
Lance Morrow, “The Temping of America,” Time, March 29, 1993
We all sense that the nature of the work relationship is changing and I am concerned that most of us have not spent enough time thinking about how our relationships with employers (whether contract or perm) need to change to adapt to this trend. Here are some of the strategic ramifications of the trend as I see it.
In Transition
- Any role you target today will likely morph considerably over the next 2 years. Don’t limit your pitch to so narrow a target role that a hiring manager cannot see other ways to use you as a department evolves. It is true a hiring manger prefers a perfect pitch for the short term but most good hiring managers also consider the long term – or consider their staff easily replaceable.
- Develop and sell your soft skills and network constantly. If you get educated on the Hidden Job Market, you will discover that 70-80% of hires are made through networking and referrals versus around 10% from job boards. Soft skills are more crucial than technical as long as minimums for technical skills are met.
- Understand why and when someone would chose you over others. Sell to those clients with the greatest need for your uniqueness. Reinforce your brand and positioning industry-wide. Folks who demonstrate the ability to apply knowledge get paid more than those who simply list technologies. Show how you contributed to revenue or other business improvements. “Own” your successes.
- The constant need to increase productivity will lead to progressive shrinkage of executives in a given company or industry. You will need to “sell harder” in each successive period of job-hunting throughout your career. Learn to do it better!
- You have a much higher probability of success if a job matches not only on skill set, but on personal values, the vision for yourself as a professional, and cultural fit. Take the time to find out what that is and don’t settle in a panic. Take contracts until you find the better role.
Active in the Workforce
- In his book Job Shift (1), William Bridges suggests that an executive needs to consider himself/herself an easily replaceable “vendor” while an employee. He would add that you should establish your image as a clearly defined “product” that is adaptable enough to add or delete services as needed. Do continual market research to find new ways to sell yourself to the organization. Stay visible to the stakeholders. Maintain a customer service relationship so that, as needs arise, they think of you as the preferred vendor.
- Concentrate on what is best for the project and company, even if it requires short-term personal sacrifice. Reach outside of your job description, contributing ideas and offering assistance to the larger team. This may challenge the current reporting structure and job definitions of others (like your boss) but encourage them to join you.
- You will be valued more in the projects where your skills are most unique and mission critical. Have the courage to move away from a project or job you don’t love. If you don’t love a role, the employer probably will not consider you “first string” as the market shrinks.
- As your departments evolve, people who have worked directly with you disperse. Expand your networking and reinforce your brand value across an ever-widening circumference in the industry. Offer to help others outside your department frequently. Maintaining influence over the larger organization makes it easier to “get things done” and be a change agent. Do homework to identify what is mission critical in the larger company. Be more knowledgeable in cutting-edge technologies.
- It is as important to have a written long-term strategy plan when you are a happy employee as when you are out of work and trying to decide what is next. You need to be proactive about your career.
Regardless of your current status as an employee or job seeker, there are universal themes you should follow to find harmony with the work world.
- We really are all in this together. You need to be vigilant about your relationship with the remainder of the organization or industry. Be interested in and connected with others to gain and secure stature yourself. Be flexible and a part of the larger team.
- None of us know what role we will be in tomorrow. “Be prepared.”
- You get more out of the process if you invest more effort into learning it.
- Bridges, William, Job Shift: How to Prosper in a Workplace Without Jobs,1994, Perseus Books
About Pat O’Donnell
Pat O’Donnell is an Executive Career Strategist who provides advice, direction, and recruiting services. She is a former VP from the advertising agency world. Check out her new website at www.odonnellexecutivestrategies.com.
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