The Human Touch

These days, as I understand it, most stock brokerages and similar financial service firms primarily offer exchange traded funds that essentially track a specific market basket of stocks, often something as recognizable as the NYSE or its ilk.  The reason is that machines do this better than humans.  They recognize the patterns faster, make the adjustments faster, and ultimately deliver a more consistent result.

That is certainly also true in many other areas of human life.  When was the last time you struggled with a map while you were driving?  We don’t have to anymore because the navigation has matters (generally) in hand.  

In sports, I have heard that Stephen Curry improved his game using high tech lasers to track and suggest moves, but I can’t verify that.  In San Francisco, there was a robotic barista as a novelty (I hope) up on Market Street.  And I cannot tell you how many robocalls I personally receive and hang up on every day.

Closer to home in the job market, machines also hold sway, sorting millions of applicants for hundreds of thousands of jobs and proposing that some be invited for an interview and some receive a dear John letter (or just be quietly discarded).

Those who know me recognize that I am a fan of automation.  If we can automate a process, I’m all for it… up to a point.  And that point is when we actually want to listen to a prospect’s or a client’s story and help them address their issues.

It is at that point where we at the Barrett Group draw the line.

Our coaches and consultants work hard on improving their interpersonal skills, their understanding of different personality types, active listening, and simply extending courtesy and compassion to people who have reached out to us because they have one form of stress or another, be it boredom in a repetitive job, fear of being downsized, desperation after long term unemployment, or a need to finally give back and contribute to society.

Our coaches and consultants regularly go beyond the call of duty (something few algorithms would be caught dead doing) and that is why we garner great testimonials like this one from one of our clients who recently completed the Clarity Program©:

“I have no suggestions for improvement.  Scott [his Clarity Coach] was excellent throughout our conversations.  He helps guide you to find out what really makes you do what you do. His explanations as we jumped into the DISC profile were nothing short of awesome! If you are looking to learn about yourself, I would highly recommend using Scott and the Clarity Program.  Thank you.”

Or perhaps this one from Denis Sovik, who also just completed his Clarity Program©:

“The process was extremely detailed, and Hiyam [his Clarity Coach] was flexible to work around my schedule, even making some intra-day time changes. Superb experience.”

The Clarity Program© is only the first step in a five-stage career change process that the Barrett Group has perfected over the past thirty years and with which we have helped thousands of executives clarify their career objectives and then find their targeted next step.

At least as long as I’m in charge, we will seek to balance the efficiency of automation with the caring and compassionate approach we have lived for thirty years and continue to deliver that human touch.

Peter Irish
CEO
The Barrett Group

The Great Market Mystery

Imagine the glorious future when all you have to do is go online and type in the sort of job you want, the location, and maybe the target compensation… and out pop two or three job offers.

Well, we’re not quite there yet.  In fact, we may be farther away from that job seeker’s utopia than we’ve ever been because there has never been as much data available to job seekers as there is today, and oddly enough, that does not make the search any easier.

Let’s take a simple example.  Suppose you want to be a Vice President of Sales.  Nationally this morning on a popular on-line job board I found 4,577 such jobs advertised nationally, 121 in Atlanta, 49 in Houston, 31 in St. Louis, (MO)…  

Or what about CEO (376 nationally) or CFO (948 nationally—315 senior level vs. 131 entry level).

That’s too general, you say…  Well, OK.  How about a full-time Operations Manager in the food industry earning at least $80,000 per year anywhere in the US?  This morning the job board suggests there are 257 such jobs available, but only 3 in Houston and 1 in Buffalo.  

Is that better?

The fact of the matter is that there are lots of jobs advertised and, of course, hundreds of applicants for every job.  The labor involved in applying for even several of these jobs is significant, and the competition is intense.  The algorithms rule and the hiring managers have the upper hand in this “buyers’ market.”

So that is why many job seekers report frustration, anger, resentment, and even outright helplessness in the data desert that the on-line job boards have become.

Anecdotally, one person who recently contacted us claimed that he had applied for more than 100 jobs (at the Director level in “Chicagoland”), had 10 interviews, received 4 offers, and that none of those offers was attractive.  That’s why he came to us.

Another victim of too many interviews added this comment, “I really need to see someone who sees my experience and [doesn’t] tell me that I am over-qualified, and they can’t afford me.”

Only about 15% of our clients at the Barrett Group land their dream jobs through the on-line markets.  We help them to navigate the algorithms and come out on the narrow end of the lead funnel, perform well in interviews, and then negotiate a higher offer.  

So, it can be done.

Another 10% of our clients land through the recruiter market, another perfectly legitimate way to find a job—but remember, a recruiter has a very specific job description and candidate profile against which he or she screens applicants.  If you do not tick all of those boxes, you probably will not even hear back from the recruiter.

Fully 75% of our clients land their next career step through what we call the “unpublished market”—so what is this mysteriously hopeful place and how can you get there?

Call it the “back door,” or serendipity, or simply good luck… but we believe you make your own luck by doing the right things in the right way.

Firstly, you need to be clear about your targets.  That’s what the targeting stage of our process assures (the Clarity Program©).  Next you need to be packaged and branded appropriately for your target (the next stage in our process).  Only then can we really help you go to market.  

Generally we start with your own network.  You know a lot of people, but you don’t necessarily interact with them very often.  So, get networking!  Be prepared to give because “givers gain” as they say at BNI.  On LinkedIn you probably know even more people (theoretically).  And every one of them knows other people, who know other people…  

At the end of the day, if you know how to network and use the available tools, with some support from the Barrett Group’s sophisticated research capabilities, you can almost always find someone who can introduce you to your target decision makers who even now are thinking about organizational changes, unannounced vacancies, and creating new roles they have not even published.  If you happen to cross that decision maker’s desk or screen or meet him or her at some function at the right time—ta da!  You are at the head of the queue with little competition and very well placed to use the excellent personal branding and interview preparation skills we have helped you hone to land that job of your dreams.

So that’s the mysterious unpublished market.  It is everywhere around you… if you know how to look.

At the Barrett Group, we’ve had this slippery, shifting market in focus for thirty years, so let us know if you need a little guidance.  The job market does not have to be such a mystery if you have a good guide.

Peter Irish
CEO
The Barrett Group

Is The Grass Really Greener…

…on the other side of the fence?

Most of us at one point or another in our careers feel under-appreciated, like the boss does not really see all the wonderful things we do, like the team takes us for granted, unloved, under-paid, etc.  Human beings have ups and downs, of course, and it’s always hard to qualify these feelings.  So, what can you do to be more confident when making such a key decision?

One simple way is to find someone you trust who as far as you can tell either has your best interests at heart or is a neutral third party who can listen to the evidence and give you an honest opinion.  You remember the story of Diogenes walking through Athens with a lantern… looking for an honest man?  Sometimes it can be hard to find someone you really trust.

Another approach is to actually do some research and see if your remuneration stacks up. Or if your performance on specific key performance indicators supports your self-appraisal.  But truly comparable data can be hard to find, and do you have the spare time and will-power to perform such a self-appraisal rigorously?

In general, though, most such decisions (to stay or go) are actually driven by the very fundamental balancing of the three drives allegedly underlying most human (and in fact, vertebrate) behavior.  Daniel Goleman in his seminal work “Emotional Intelligence” paints a simplified picture of how the limbic system (our primordial emotional guidance system) grew out of our sense of smell and therefore addresses such decisions at a very basic level. Can I eat it, mate with it, or should I run away?  In other words, gratification, dominance, or safety.

We all come to the world with a basic set of behavioral inclinations that are then affected by our experience. 

At the Barrett Group we use DISC as a way to capture these behavioral tendencies. We help clients understand why they behave the way they do. How this affects their interactions with others. And what, if anything, they can do to improve their satisfaction and performance.

But your life circumstances are also key.  We all go through stages.  Sometimes gratification is key (new car, new love, gourmet meal, etc.). While at other times we realize that safety is key and begin to fund that nest egg.  At other times we want to tell someone or the world in general to “go to hell,” an expression of our need for dominance.  Which impulse should you follow? 

Where are you now and what are your medium terms goals?  That is the key question you need to ask yourself when you feel that “Should I stay, or should I go?” question stirring in your bowels.  Can I afford to drop everything and change horses?  Will the pastures really be greener when I do?  

Again, at the Barrett Group we use a simple Diamond Map instrument to help our clients during the Targeting stage (the Clarity Program©). Our five-stage career change process begins with clarifying where our clients are now and where they might like to be in 12 months. Our four fundamental questions relate to finances, career, health, and relationships.  The result is not really scientific. But it incorporates the neutral third party aspect mentioned above, the quantitative sifting of the evidence, scope for gratification balanced by dominance balanced by safety…  In other words, in an imperfect world, this instrument helps individuals under stress come to conclusions that are rational and feel right.

Here is what one recent client had to say about our whole program after signing his new employment contract:

I can honestly say that if it had not been for the life & career coaching by Greg & Julie, I would likely not been able to convert on this opportunity.  Although the job opportunity did not come from the traditional networking activity that I was doing, the tools & procedures that I was coached on for the preparation of the resume & cover letter, the initial phone interview and the subsequent 8 face-to-face interviews, I can honestly say that I would not be in this position. I thoroughly enjoyed and will value for the rest of my career the work that I did with the Barrett folks. Thank you everyone!! 

John Shaw, October 2019

So, when your leg starts to twitch and you feel it might be time to go, consider our Clarity Program© as a possible solution for making that key decision.

Peter Irish
CEO
The Barrett Group

HAPPY LANDING (IN LESS THAN 90 DAYS)

In this Chairman’s Blog we like to share both general information such as statistics to help career changers understand what they are facing but also anecdotal evidence of individual’s challenges and successes. Happy Landing.

Today let’s talk about Rossalyn—definitely one of the latter. 

Rossalyn became our client in June 2019.  Here’s what her TBG Senior Career Consultant had to say about her at the time:

Rossalyn has been in the restaurant industry for over 20 years. She is currently the COO of a regional restaurant chain. Rossalyn has seen her responsibilities diminish over the last 2 years. At one point she had responsibilities across multiple functions reporting to the CEO. More recently others have been promoted to positions where she once had responsibility and they now report directly to the CEO, not to her as they previously had. Rossalyn would like to find a position in the industry similar to that she held 2 years ago. She is also open to other options probably in the industry. She is looking forward to the TBG Clarity Program© to help her understand how else her experience fits in.

Rossalyn went through our Targeting stage (the Clarity Program©), rating the entire experience “Excellent” by the way, in one week (we let the clients drive the timeline)!

She has a predominantly “High D” (Dominance) behavioral tendency (as do many of our clients) from a DISC perspective, so she is driven and demands a lot of herself and of others.

Here is an excerpt from her Personal Strategic Plan (the last step in our Clarity Program©):

VISION:

Working in a growth and development environment with a link to giving back / social responsibility 

MISSION:

Research on different concepts, overall concept strategy and then extensive work on connections and investigation regarding culture and values of the organization 

PURPOSE:

To teach, inspire and elevate the people with whom I work 

GOAL 1:

Make $250K Base Salary (Financial Stability) 

GOAL 2:

Role where she can learn & develop (not worried that much about a title) 

GOAL 3:

Being able to give back

Her Clarity Coach rated her as highly motivated and expected her to follow through on her assignments as she progressed through the following Career Change steps (Packaging, Market Access, Preparation, and On-boarding).

Her Career Consultant also obviously was no slacker either because in less than 90 days our Chief Consulting Officer proudly announced the results in his recent email:

Our client Rossalyn landed in less than 90 days… Paula [her Career Consultant] and Rossalyn did some amazing work to make this happen. She said that she would be willing to take an offer with a salary as low as $125,000 but she ended up with over $300K total comp with a $200K base. 

Happy Landing, Rossalyn! Now this hardly happens every day, but it does illustrate the effectiveness of our Career Change process, particularly when the client follows the process and demonstrates real drive.  In fact, clients who follow the process are currently landing in about six months on average.  As our Chief Consulting Officer went on to say about the under 90 days…

Does not happen often, but it is sweet when it does. 

Regardless of your state of play, if you feel you are not earning the satisfaction you deserve from your job you might want to give us a call.  Without a doubt, we can help you step on the gas professionally.

Peter Irish
CEO
The Barrett Group