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Predictions for 2020 and beyond

The year now is 2020! Happy new year! And a happy new decade!

I like the sound of 2020, like clear vision. Perfect time to share some predictions for 2020 and beyond – on tech, on politics and other macro trends.

There are some positives and there are some negatives. So here they are in no particular order. 

1. There will be a big tech break-up or not quite?

Prediction number one – there will be big tech breakup (or not quite?). There will be some noise in the system to break up big tech – companies like Amazon, Facebook, Google, etc. And there could also be some possible class action against Amazon for copying other brands.

The government, they will end up scoring, I would say a symbolic victory. And most of the tech companies will be able to work around these legal changes. The result – everyone wins except consumers. Because these companies will continue their march towards complete world domination and the politicians, they will be able to score some brownie points.

2.Trump wins in 2020

Prediction number two – Trump wins in 2020. Primarily because Democrats will not have a strong leader and will not have clear messaging. This is nothing new for Democrats because, except Obama, they’ve not really had a great leader with a clear strategy, great communication and mass appeal in the last 20 years.

This is not exactly a tech prediction, but given that a lot of our politics is now influenced by the tech we use, this is also a tech prediction.

3. The US avoids recession in 2020

Prediction number three – the US avoids recession in 2020. I predict either a good year or a great year. And assuming Trump wins again, we may actually see a melt-up in the stock market. Having said that, we’ve gone sort of the longest time in history without at least a 20% pullback. Which means the major stock correction is around the corner. It’s not a matter of if, but it’s a matter of when. Nobody knows when this pullback will happen. So the investing strategy that works all the time is time in the market is better than timing the market.

4. AI creates new jobs in 2020 and beyond

Prediction number four – AI creates new jobs in 2020 and beyond. Many of these jobs will be created as a result of AI’s evolution. These jobs will have brand new titles and have completely new job descriptions. A lot of the knowledge workers and tech workers essentially will become the trainers and curators of Artificial Intelligence.

As AI goes from general-purpose, the AI that we see as in Alexa, Google Home, and Siri, it will evolve into more of a purpose-built AI. We will see the need to hire more people from the industry that have subject matter experts who can train these AI engines.So these will be brand new opportunities created through AI.

5.More inequality

Prediction number five – higher inequality. Automation and AI will start to create some displacement of workers, not only in blue-collar (although that’s going to be a lot of them) but also in white-collar workers. The gig economy that we’re seeing through Uber and other platforms, it will start to spread to white-collar workers as well. Digitization will move all atoms to bits and so anything that can be digitized will be digitized.

So if there are jobs out there that involve acting as an intermediary or have sort of low value repeated tasks, those will likely get disrupted. So the displacement in jobs is not to displays the entire job. But it will likely carve out a lot of the tasks that are repeatable. A low value is of intermediary nature.

6. From Coastland to Heartland

Prediction number six – from Coastland to Heartland. The movement of knowledge workers from the Coastland to the Heartland gains momentum in 2020. Case in point, if you’re looking for a one way you haul, it costs about four times for people to move from California to Texas, then to move from Texas to California. And people on the coasts are really dealing with a lot of issues. They are facing a rising cost of living, including real estate, among other things. They are facing bad infrastructure, their traffic commutes are getting worse because of congestion. And the general quality of life versus the price that they’re paying is not adding up. So a lot of these are driving people to move and the new tax law, it’s going to be the last straw to break the camel’s back.

This will be the year when people file for taxes. They really started to understand the impact of the new tax law on their take-home pay. More people will make the move from the coast, both those coasts to the Heartland in 2020. You know, one interesting nature of this is because of this move, many of the Heartland states, they will turn from red to purple to blue over a period of time. Politically speaking, of course.

7. Startups focus on profitability

Prediction number seven – startups focus on profitability. You know, when we started talking about coastland, it’s also important to talk about what’s going on within the coast – the startup scene. After the WeWork Debacle, the VC community is now asking for profitability from startups. So it will no longer be the mantra of growing at all costs, but it will be about profitable growth.

And this will throw a wrench in the way startups are organized and how they go to the market and so these are very interesting times ahead in terms of how the startups pivot and they cross the chasm of profitable growth in both the enterprise market as well as the consumer market.

8. SaaS organizational evolution

Prediction number eight – SaaS organizational evolution. Would this new direction towards profitability? A lot of startups and established tech companies will have to rethink their operating models. This means there will be some evolution in the way SaaS companies acquire, retain, and renewing customers.

We’ve already seen a lot of these subscription companies move away from the traditional funnel type of way to work with customers to a flywheel model of continuously acquiring, retaining and renewing customers. And because of that, SaaS companies will go through some evolution. They will organize their marketing, sales, customer success, and other functions differently. It’s likely that we will see some hybrid organizations emerge out of this evolution. Very exciting stuff.

9. New non-US unicorns

Prediction number nine – new non-US unicorns. The higher penetration is already bringing about more people online than ever before in Asia. And especially that’s true in India and China. The first unicorns are already in play. Didi Chuxing, Kuaishou, Paytm, Grab, OYO, Ola – all of these companies are already unicorns.

In 2020 and beyond, we will see far more unicorn startups. Because software starts to eat the world in Asian markets across multiple industries. So they will be eating the software, will eat the market and transport, finance, food, e-commerce, real estate, infrastructure, and many other industries. So watch out for those Asian unicorns.

10. The first commercially successful climate change company

Prediction number ten – we will see the emergence of the first commercially successful climate change company. In 2020 and beyond, we will likely see the first company that will address climate change. It will have great technology and will have a commercial business model that can scale rapidly.

It could be something like removing plastics from oceans and using that plastic to create highways. I don’t know. Or it might be creating more artificial hair for me, that would be useful, right? Well, there will be a company that will crack the code in terms of making commercially successful climate change technology and that will pave the way for other companies to follow. We will address climate change without taxing everyone to death.

Did I mention 10 predictions? I lied. I’ve got a couple more. What are you going to do? Close the blog? No, you’re going to keep reading because the FOMO is too strong on this one. 

11. The death of Blockchain

Prediction number eleven – the death of Blockchain. Blockchain and its current form will not get massive adoption. There aren’t many use cases. Quite frankly, blockchain is a threat to governments, banks, and other industries. Why would they use it unless it changes? So in most B2B organizations, they will say ‘no, thank you’ to blockchain in its current form until there are better use cases of blockchain. Sorry, blockchain!

12. Subscription business model

Prediction number twelve – a subscription business model. In 2020 and beyond, many industries will turn to the subscription business model. So it’s not just what happens in tech. In tech, we’ve already seen software as a service (SaaS) become the prevalent subscription business model. But now we will see other industries taking up the subscription business model.

Case in point, the launch of Disney plus. Disney plus recently launched and now it has 10 million subscriptions. Expect subscription products to become the norm in other industries – it could be financial services, consumer goods, manufacturing, and many others.

13. Healthcare

Prediction number thirteen – healthcare. In 2020 we will finally see the introduction of a competitive health plan outside of the traditional insurance companies and the government. It will likely come from a diamond Bezos buffet and associates. It will include competitive pricing and it’s likely that it will come with tracking of your health through devices and tracking off your grocery bill. So the more you exercise, the healthier you eat, the lower is your insurance premium. Will it be a reality? Well, a guy can dream, right?

Those were the top predictions for 2020 and beyond across tech, politics, and other macro trends. Please subscribe to get more industry knowledge and leadership videos. Please like and share. And comment, especially if you violently agreed or violently disagreed with me. A happy new year and have a fantastic 2020.

Blog, Career Nation Show, Career strategy

Episode 13: Career Nation show with Don MacLennan

Security is interesting in many ways as it is absolutely necessary for any company, especially companies that are becoming more digital, go undergoing a digital transformation, says Don MacLennan in episode 13 of Career Nation Show.

Here are some highlights from this episode:

Don MacLennan is the SVP of Engineering & Product at Barracuda. And he shares great perspectives on the Tech landscape and shares amazing career advice.
Here are some highlights from this episode:

+ How to develop customer-centricity and customer empathy

+ How subscription business model shift is happening in tech

+ How to find great mentors and be a great mentor

+ How to build and develop skills

+ How security careers are evolving

Career Nation:
Career Nation, welcome back to the Career Nation show. Today, it is a very, very special guest. Today we have SVP of Engineering & Product at Barracuda, Don MacLennan. Don, welcome to the show.

Don MacLennan:
Thanks, Abhijeet. I’m really happy to be here and I’m hyper caffeinated.

Career Nation:
That’s awesome. So am I. So let’s dive into this. This is going to be a super intense session. Don, why don’t you fill us in a little bit about yourself? Sort of your background and your current role at Barracuda.

Don MacLennan:
Sure, yeah. Gosh, I’ve been in the software industry from right out of college, which is over 30 years ago. I would say the simple version of my career is two chapters. The first half of my career was in field operations. So I started in sales, carried a quota for many years. Going into sales management, business development alliances, channels, and so forth. That was about the first 15 years of my career. And a while I was working for a tiny little startup in Boston, I got tapped on the shoulder to move out of sales and into marketing, which at the time felt like kind of a form of failure. But really it was the opening of a door for me. And, that’s informed everything I’ve done since because I soon took over marketing for the startup and product management. Product management has been a common denominator in everything I’ve done since for the last 15 years. And in the more recent past, I’ve had responsibility for leading engineering organizations. For example, I was a startup founder and CEO. And the last couple of roles I’ve led large engineering organizations for established companies like McAfee and now Barracuda networks.

Career Nation:
Oh, that’s wonderful. I love that varied, you know, experience because you’ve gone from sales, marketing, product management channels, entrepreneurship, and now product and engineering. You’re basically seen the whole gamut. That’s fascinating. And I think, in fact it’s probably adds a lot of strengths to your skill set, right? It seems like you’ve been always developing and building on top of your skill set, which is pretty phenomenal.

Don
Well, I appreciate the compliment. I mean, the cynic would say I’m just professionally restless. But, yeah, I do find myself drawing on all these past experiences, these diverse experiences, in the role that I play at my current job, but really all of them.

Career Nation:
Fantastic. Yeah. And Don, you had mentioned you’ve been in software since the start of your career. And, now we are in the world of software where software is delivered as a service SaaS, right? And Cloud. And are we, in your opinion, sort of still sort of early in the innings for SaaS or are we at peak SaaS? What’s your perspective on this?

Don MacLennan:
Probably closer to early headings than peak SaaS, for sure. You know, cause there’s really two transformations that are happening simultaneously and, or maybe a decade of 15 years in, but just getting started. So transformation number one is the form factor, right? By which software is delivered. So it used to be the case that you would install software, you’d put it on your laptop, you’d install it in infrastructure, in a data center. You’d put stuff in your network. In fact, the history of Barracuda is we started as a company where the appliance as a physical form factor was how you bought our product. You might remember us as the airport signage people, right? We were advertising these pieces of equipment that you could buy and so we’ve completely transformed our business as many software companies have where the form factor is no longer installed software or an appliance, it’s running cloud native.
Everything we build from here forward is deployed into public cloud infrastructure. So that’s a massive technology transformation. But the other transformation that’s happening exactly in parallel in lockstep is the business model transformation. You know when I started it was all about selling perpetual software. And each year you might charge 15 or 20% for something called maintenance, which entitled you to bug fixes, product updates, tech support, and the like. That tended to be a very predictable revenue stream. These days, of course with SaaS, the business model has transformed as well into annual subscriptions and code. So customers have a decision point every single year. And in some cases every single month whereby they get to decide. Do I still want to keep this software? Do I still want to invest in the next subscription term? You know, I love, for example, a lot of the thought leadership that’s come out of Zuora in this regard, right? Defining the subscription economy. And so when you ask about are we in the early innings of cloud and SaaS as it relates to this concept of the subscription economy, ah, we’re in an incredibly early innings cause think of all the places that’s yet to arrive.


Careernation:
I mean, you’re absolutely right because, you painted an amazing picture of how the subscription shift has happened in tech, especially in the form factor business model. And you’re absolutely right. I mean, there’s so many other industries where the subscription model is starting to take shape. We see that in media. Disney’s going subscription and we see that in so many other consumer. Our products as well. So you’re absolutely right on. One of the things that sort of comes out of that as you look at SaaS is, you know, in addition to sort of the business model shift is sort of how do we add value to customers continually. And you mentioned that, you know, customers have a choice at the end of the subscription term. They could choose to not renew or renew and companies have to keep adding value to customers. And what’s been your sort of, work around, you know, being customer centric? And I’ve known you for some time and you’ve always been customer centric. You are so focused on understanding what the customer is looking for, and the sort of the articulated and the inarticulate needs of the customer, et cetera. How do we become more customer centric as a person? As a company? Is that like, should we run more surveys? Should we go talk to customers? What’s your perspective on this?


Don MacLennan:
Yeah. Well I think that, those formative years of my career out in the field in front of customers every day having delivered or been part of hundreds of demos, right? You start to get this innate sense of the value of that feedback? I like to think about customer centricity more in terms of customer empathy. So the word I’m using these days is empathy, not centricity because empathy kind of denotes something a little different, you know, maybe a deeper level of understanding. And when I think about what is the approach you take towards developing customer empathy? I think you have to kind of think about it in micro and macro terms. Macro terms would be, Hey, what are these patterns that described your customer base as a whole, right? Micro terms, meaning can I really understand how an individual user of my product does their daily work? And in doing their daily work, what does success look like for them in the job? Don MacLennan: (07:10)
Like how is their boss going to give them a great performance rating and a pay rise if not a promotion at the end of the year. And if I work back from that level of empathy, meaning how are they measuring success in their job, I can start to understand that role my software product plays in helping them achieve it. Sometimes it’s the case, they’re gonna spend, you know, minutes and hours using my product and the given day. It’s so critical to the role. And in some cases, more often than not, my product is a tool for them to get something done, but in the least amount of time possible because they’re busy and they’ve got other stuff to do. Bless you. So the path, in my opinion, to developing customer empathy is to really think of ourselves as carpenters. And good carpenters have tool belts. And carpenters have tool belts where they carry around a lot of tools, right?


CareerNation:
Oh, there’s so many nuggets there Don. That was phenomenal because I, I think the way you describe it was also sort of you’ve got this great tool set and in your tool belt and then you can use the tools that you want. And I love that example of sort of follow the customer where you have a team of people just go in and see what the customer’s doing because so much of that what the customer does is not just with your particular app or your particular technology, but it’s sort of other things and it’s sort of also the context in which the customer does that work. Because the customer might be trying to solve an internal company problem, an external customer problem or you know, trying to gain more process efficiency or what have you, right? So that context becomes super important. So what we’re now doing is we’re taking in a user experience designer and a buddy. And the buddy is often somebody from the engineering team. And we’re asking to go observe a customer as they work in their cube or office for two or three hours, hours at a time. And not even ask them any questions until the end. Just watch them do job. The job, not using our product, but the job. And it’s amazing the kinds of insights you get when you’re in their workplace. Just watching, you start to understand the role of your product in ways you couldn’t have known through these other techniques. So yet another tool. All of it together gives you kind of that maximum context and leads to understanding the customer and empathetic terms.

Career Nation:
Yeah. I love that. And I think you’re so right about failure. And actually, thankfully in Silicon Valley at least we have a culture that celebrates failure a lot of times, which is great. And that actually is very helpful for companies that are trying to innovate, break glass and move forward quickly. And having that inclusiveness for failure is super helpful. Do you have any advice for, executives, managers who are, who would like to encourage their team to innovate? And at the same time there might be a little bit of them failing. And how do you, how can one develop an appetite for a certain level of failure while as we go through our innovation cycles?


Don MacLennan:
Yup. Yup. I have Terry Hicks to thank at McAfee, my former boss, for really bringing this message home. You know, we were doing it before he arrived at McAfee in my tenure. But we probably weren’t doing it at the scale that he encouraged us to do it. And I think it brought all the other disciplines because we were getting really good at quantitative analytics of our products usage. They brought in another dimension to, understanding it. So, I’m a believer.

Career Nation:
That’s awesome. And that’s great because you’re doing all the quant work with analytics and you’re doing the qualitative work and put those together. You got art and the science.
Oh, you got us. You got it.
That’s wonderful. And Don, you’ve been in the security business for some time. And you’re currently leading product and engineering for a major security company. Security is interesting in many ways because in some ways it’s absolutely necessary for any company, especially companies that are becoming more digital, go undergoing digital transformation. They need security, right? And, you know, on one hand, security is required. Most companies have many security products that they buy. And on the other hand, if you look at the talent for security, there is a lot of demand and not enough supply of top talent and so security has been one of the, and based on just feedback that I get in the field is people want to get into the security domain. They want to build a career in security. And if today, let’s say they’re not doing security, but they are generally in tech, what should they look at to get into the security domain? What should be their approach? What you recommend?

Don MacLennan:
Yup. Well, I think the sad fact is the bad guys keep winning and it’s perpetuating the growth of our industry. So, yeah, it is a tremendous career opportunity because security is not going away. And as all things get more digitized, right? Security considerations, just keep on arriving in new ways. I’ll give you a crazy example. We’ve got customers now that are putting all sorts of IOT devices out into the wild, right? Smart everything, smart meters, smart light poles. We’re starting to deploy firewalls, physical firewalls into these devices in little tiny boxes that are, you know, six square inches, 12 square inches. So yeah, I mean security is kind of becoming woven into the fabric of a lot of physical devices beyond what we think about as traditional security, right around networks and applications. So it is the case. It’s a very, very vibrant industry.
It continues to grow because the bad guys are really smart, sadly. And you know, in some respects they keep winning. So, you know, the question about how do you get into the industry, I think there’s times when the domain expertise can be a little bit overstated. You know, if we look to hire a developer, for example, to build a product, they don’t get screened on the basis of whether or not they know the security domain. First and foremost, we’re looking for great developers. And, the security domain is knowable, right? It’s a craft that can be taught. There’s a lot of other attributes about being a great employee, whether you’re a developer or otherwise that are, that can’t be easily be taught, right? There’s these inequalities about you as a person that make you a great team member, that you know, relate to your growth mindset and so on and so forth.
I always look for that and deemphasize the domain expertise given my druthers in terms of, you know, the ranked order of criteria by which to bring somebody into the company. That said, if you’re looking to understand the domain, there’s some really, really good and mature and robust, frameworks out there as it relates to security best practice. So that’s really well understood. There’s a professional certification, called CISSP that’s got a ton of foundational concepts around security. And still very relevant today. There’s a lot of best practice frameworks out there. Cloud Security Alliance has published frameworks. There’s the SSA 16 frameworks, SOC2 Type 1, SOC2 Type 2. You can learn what’s inside of those. They’re basically controls frameworks. There’s ISO 27001 and 27002, which is kind of the mother of all best practice frameworks. There’s the MIT… Sorry, the MITRE att&ck model, which sort of documents how the bad guys can infiltrate on infrastructure and exfiltrate valuable data, right? So all these frameworks are pretty easily understood in sense if you want to put the time into studying them, you can learn the domain.

Career Nation:
That’s so important to learn those frameworks and whether it’s a DDOS attack or some other types of attacks from the bad guys, quite frankly, these types of frameworks would be super useful. So thank you for sharing that because a lot of times people try to figure out and once they sort of know these type of framers, they can get a path towards getting into a security career. And you’re absolutely right. It’s the sort of the whole stack of skills and quite frankly, sort of experience and competencies that are required to become a great professional, not just a security professional. And, you know, one of the things I’ve observed about you, and you’ve talked about that on your blog and in events is this topic of sort of mentorship. And you’ve mentored a ton of people over the years and, do you know one of the questions that people have is like, you know,, how do we get mentors? Like, is there like a signup form somewhere? Should I just barge into your office and say, Hey, can you please be my mentor? Is it like going out on a date? Like what is mentorship? And like how do I sort of get great mentors?


Don MacLennan:
Yeah, yeah, great question. Um, I had, I think I told this story in your presence a few weeks ago where, uh, I was at an eternal conference when I was at McAfee earlier this year. And, um, somebody came up to me, um, probably after I spoke in the panel or something, this young woman came up to me and said, Hey, Don, I really enjoyed your talk and what you have to say. Will you be my mentor? And it was kind of awkward, right? Cause I didn’t otherwise have a relationship with her. Um, but obviously I understood the, her intent, right? She was very hungry and eager to learn. Um, I’ll give a couple of practical suggestions. First is I wouldn’t, um, think of your boss as your mentor, right? Your boss can be an incredibly important person in your professional development, including giving feedback. But there are things that your boss just won’t say or know about you because you’re not going to necessarily reveal your total self to your boss.

Don MacLennan:
There’s a power structure there. And uh, and it has an effect on, uh, the employee, you know, manager dynamic. So mentors can come from elsewhere in company, especially larger companies, right? Because you want a little bit of distance and you want that distance because as a mentee, you want to be vulnerable and you want to be comfortable and you want to be trusting of that individual because the best mentorship relationships are the ones where you’re revealing yourself so as to be able to get that kind of feedback and understanding of return. So if you’re going to find a mentor inside your own company, um, make sure that they’re distant enough from the work you do, that what you say to them, right? Can’t necessarily affect your day to day work. And a good sense, even better mentors are the ones that are not inside your company at all.

Don MacLennan:
So practical suggestion would be think about your former bosses, right? They’re often really good mentors for two reasons, one of which is they come to know you in the workplace. So they’re a source of really good feedback because they do know you and second is you’re not working for them anymore. And so the ability to go be vulnerable and the ability to establish that next level of trust, right? There’s not, there’s no downside to it in the way that you might experience that with somebody that is at your current company. So former bosses in my experience are great mentors. I’ve got two or three mentors that are exactly that, and another one who didn’t come to me that way, but started with a more formal professional relationship and it evolved into mentorship. So maybe that’s my last point. I budget, which is, um, mentors are so seldom the way you start a relationship. It’s an evolution of a relationship that begins on some other basis, whether it’s a boss or a friend and in time can develop into mentorship. And I think that’s an important concept. You can’t kind of rush it or force it.

Career Nation:
Oh, that’s a great, uh, that’s a great way to get into mentorship. Like it could be a boss, it could be a colleague, it can be a friend, and over a period of time that person becomes a mentor. Um, I love that concept and uh, that’s something that quite frankly, I would love to practice as well because I’ve got some former bosses who I ping from time to time. I’d love to, uh, you know, have an ongoing relationship and hopefully they get something out of that relationship as well because it’s not just the mentee, but the mentor also probably gets something out of it. They get to learn a few new things as well.

Career Nation:
Great. Don, this is the part where we shift gears a little bit and we get to know our guest a little bit better. Are you ready for our Favorites Game?

Don MacLennan:
I hope so.

Career Nation:
Good. Well let’s start with this. Let’s start with your favorite app.

Don MacLennan:
Oh man. You know, anyone asks me a favorite, I almost never will give them one answer. You know, it’s like, do you remember the movie High Fidelity? It was about this guy who was like… Yeah, John Cusak… And he owned a record store and he was obsessed with music and then, you know, they would spend all day developing top five lists. And he would never give you the top five records of all time. You’d have to ask the context, right? Like, well, is it, you know, am I at home or I’m on vacation or am I with a girl. And so, you know, I’m going to give you one of those qualified answers. You know, I love Facebook, the app. I don’t love everything about Facebook, the business model, but I love the app. So let me explain it. Somebody at this stage in my career, I’ve come to know a lot of people all around the world.

Don MacLennan:
In my professional life, traveled extensively, worked for multinational companies. I love the fact that I can still maintain a sense of connection to those people through Facebook because otherwise I really don’t know how I would be able to achieve that, right? In practical terms, I can’t call every friend every two or three months to tell them what’s going on in my life. And so that app really does make me feel connected to friends that are in Israel, in the Czech Republic, where I once lived. And people I’ve met in Japan, people in Australia, Canada, you know. It’s really cool for that purpose. Sometimes I have to hold my nose in terms of understanding the business model and some of their other practices. But I do love the app and I’m a regular user of it despite all of those reasons. Slack in the workplace.

Don MacLennan:
I brought Slack to my organization when I was at McAfee. When I showed up at Barracuda a few months ago, I realized that they were heavy users of Slack. So that was a big, happy moment for me. Because it does what it does really really well. Yeah. I think the common theme for me in terms of things I love is app is simplicity, right? You know, they do just enough but not too much. And I think Slack is a good example of that because when you kind of pull that thread of collaboration, you can end up with really complicated applications with a bunch of features that just aren’t useful. They might exist in Slack, but they don’t force themselves on you. You can discover them and activate them. But if you want to use Slack in its most simplest way, right around just messaging, you can do that.

Career Nation:
And you’re right. I mean, even this normal user, if you will, gets a lot of value, not just the power user. So that’s phenomenal. Thank you for sharing that.

Johanna Lyman:
Yes. I actually had one that was on my wall for 10 years before I figured out what it really meant. “I’ve been absolutely terrified every day of my life, but I’ve never let it stop me from doing a single thing” by Georgia O’Keeffe.

Don MacLennan:
I got one last one for you. This is more a place for me nerding out in my personal life. There’s an app called Plane Finder 3D. So where I live in Silicon Valley, a lot of planes go overhead as they’re making their final approach to San Francisco airport. And I’m kind of a plane nerd. I dunno why I like to travel. I’m interested in airplanes. And so when they fly overhead my house, I’ve gotten kind of used to trying to spot what they are like, what, what flight is it, where’s it coming from, what model. And this plane finder app called Plane Finder 3D. It’s literally a 3D representation of that plane on its flight path. So you can kind of see the glide slope and how it descends and when it makes a turn, it’s unbelievable that if 3d application can even function on an, you know, a smartphone, it’s a really cool app.

Career Nation:
Oh, that’s phenomenal. Maybe we can also use that to track the 787 Max Boeing planes.

Don MacLennan:
Yeah, yeah. As in when they might get in the air again.

Career Nation:
Exactly. Don, thank you for sharing that. That was fascinating, especially with the plane part. do you have a favorite quote that you either put up in your office or use or you’d like to see on a billboard somewhere on maybe Highway 101?

Don MacLennan:
Gosh, here’s another one. Like I don’t have a single favorite quote. Maybe the one that comes to mind is, ‘continuous improvement beats delayed perfection’. You know, I often had, have in my organization, you know, some big monumental challenge that we’re trying to overcome. And the first thing I tried to encourage my organization to do is deconstruct the problem, right? What is it that we can do? And 10 successive steps to ultimately find a solution as opposed to trying to figure out how to solve the whole thing at once. Because it’s almost never available to you as a solution. So you’ve got to deconstruct it into some journey. And a lot of times it actually means you’re recognizing the fact that it’s gonna take a little while to deliver that capability. People get infatuated, right? With the idea like, ‘Hey, we only just surged on this, and a month time we’d have this amazing capability’. It’s almost never the case, right? Almost always great capabilities in the form of products take a long time to develop. And so I try to help people understand how you can deconstruct that, maybe do kind of a work back and know that I take 10 discreet steps to actually build that capability.

Career Nation:
I like that Don. Because it not only makes it easier to do bigger things, but it also is sort of creates this compounding effect over time if you’re continuously improving even a little bit every day, your compounding result is much much higher.

Don MacLennan:
That’s the key. You keep at it for a few months or even a year, and those small incremental improvements when you look back in the rear view mirror, like, Holy smokes, things have really changed and it’s hard to sense in the moment. But yeah, that’s almost always the way that I’ve been able to deliver transformative capabilities is exactly that approach.

Career Nation:
Awesome. That’s brilliant. I’m going to, I’m going to probably pinch that in a future meeting.

Don MacLennan:
No worries.

Career Nation:
Don, do you have a favorite book?

Don MacLennan:
Yeah, I guess one of the most, impactful books, in terms of thinking about my career and being a leader, started with a keynote that I saw many, many years ago. I was at an internal leadership kickoff meeting when I was working for RSA security. It was a division of EMC at the time. And there was a keynote speaker, a guy named Marcus Buckingham. And he came on stage and, he’s a really really good public speaker and he basically said, ‘Look, I’m here to tell you that the entire human industry, or the human resources industry is built on a mountain of BS’. So everybody kind of like leaned back and said, ‘Okay, what do you mean by that?’ Because we had some great human resources leaders in the audience. And he goes, ‘the HR industry is built on a false premise, which is that by giving feedback to employees about the ways in which they’re supposed to improve, we’re basically setting them up for failure.

Don MacLennan:
Because if there’s something they don’t know how to do, they’re probably never really going to learn how to do it’. He said, it’s like a conspiracy where we’re just creating these negative reinforcement loops around people. And he said, I’ve done 20 years worth of research into the topic of what makes high performing teams perform well. And the basic findings of this very robust research were twofold. First of which is in every high performing team, every person on the team, is playing a role designed to their strengths. So that all of these innate talents and capabilities they have, that’s the job. They can feel joy, they can feel mastery, and they’re not required to do stuff they don’t actually know how to do. And the other secret ingredient of a very high performing team is that the manager, whether explicitly or implicitly new that that’s how they were supposed to design the team.

Don MacLennan:
That by having all these actors playing highly complimentary roles, that the team could cover all the functional requirements that the team owned, right? But it may be a diverse array of individuals each playing to his or her strengths. And so he went on to write a series of books about this one was called First Break All the Rules. The next was called Now Discover Your Strengths. That just clicked for me. Because I started thinking about my job as a leader and that was to constantly try to discover my teams, innate strengths and constantly try to evolve their role towards one where they only get to play to their strengths. And I’ve never put them in a position of having to do stuff they’re not capable of mastering. So it was a really influential book and talk. Actually I saw the talk first, then I read the books and that was, coming on to 14 years ago.

Career Nation:
Yeah. I mean, Marcus has created an amazing body of work around this and thank you for sharing that. I will make sure that we put that down in the show notes because that’s an amazing resource for anybody to get their hands on. Especially how to find your strengths, et cetera. That’s just invaluable as individuals, as teams, as we formed teams too. Yeah, it is a great work.

Don MacLennan:
One of the ways I apply that before we move on is… So I’ve done these assessments. Every time I have a new member to my team or I show up into a new team, I give them that information. I hand it out. In fact, I went further and I wrote something called The User Guide to Don, which is about a two page document that’s kind of a synthesis of, you know, all of my forms of self awareness and just kind of put myself out there and say, Hey, do you want to get to know me? You know, here’s the road-map. And a lot of it was derived from, some of the assessments that I took, you know, from his books and his body of work.

Career Nation:
Oh, that’s wonderful. And I’m not just do sort of double click on that a little bit.

(28:41)
Have you, have you seen more success in terms of getting more self aware through sort of electronic tools that sort of have the survey based sort of questionnaire and, or have you seen sort of better results through sort of in-person when you actually go sit down with someone and say, ‘Hey, can you share insights about me? Don’t worry about any repercussions. This is sort of a neutral zone. Just give it to me so that I can improve as a individual, as a person, as a professional’. What’s been sort of your go to tool and which one do you prefer?

Don MacLennan: ell, I’ve used both. I definitely rely on these tools where I find value in the assessment. Because there isn’t that vulnerability on the table. You know, sometimes to your point, having that face to face conversation where your soliciting feedback about yourself from somebody else. I can put them in a very uncomfortable position because they may have the feedback to give to you. It doesn’t necessarily mean they’re comfortable giving it. And you know, it comes from the right place in their heart, which is to say, Hey, I don’t want to say something that’s going to hurt this person’s feelings or harm them in any way. Right? So it’s a barrier and it can take time to develop enough trust that someone’s going to share with you that authentic feedback. So, when it happens, it’s magical. I tend to use these tools in addition to try to develop some baseline of self-awareness. I really like a 360 feedback. Because it’s an anonymous process and if you get, you know, 15 or 18 responses from higher ups and subordinates and peer relationships, that collection of feedback tends to reveal some pattern about you, that you might not have known before. So yeah, there’s a time and a place for the tools to the extent you’d get somebody giving you that, you know, face to face authentic feedback, even better, kind of hard to come by in my opinion.

Career Nation:
Awesome. Thanks Don. And shifting to the next question on favorites, what’s your favorite restaurant?

Don MacLennan:
Oh man. I keep going to act to a place called Orens Hummus Shop. There’s a few of them. The original is on University Avenue Palo Alto. There’s another one down in mountain view. I’ve seen a couple of others pop up. I love middle Eastern food and some of the most memorable meals I’ve ever had was when I was traveling to Israel pretty regularly. And hummus and pita bread in Israel is quite different than here. And so Orens is founded by an Israeli ex-pat. And so just, in addition to loving the food, it created for me kind of a connection to these really fond memories of times I traveled in Israel. Food’s really good too.

Career Nation:
Fascinating. Well, we’ll drop a few links there in the notes as well. We’ll probably drive some traffic up to that restaurant.

Don MacLennan:
I have no financial relationship to that. Oh, I guess I do; I’m a paying customer.

Career Nation:
You’re a paying customer, for sure. Don, why don’t we get back to our topic on careers and if you can share some of the Don secret sauce. And what I mean by that is like what are some techniques that you use, on a daily, weekly, monthly basis, quarterly basis when you are doing certain things that you think, you know, you’re, it’s unique to you, you’re, you’re really good at it and I think it would be helpful to share with the audience. Let me just give you some examples. For example, do you have a, do you prepare for big meetings in a certain way or do you have a morning routine or you know, things like that. What would you like to share with the audience?

Don MacLennan:
Yeah, yeah. Actually, preparing for big meetings is a good one. I got some really specific training and mentorship, earlier in my career from a guy named Marcus Oskie who is my a manager at the time. And he described to me as all methodology for trying to arrive at an important decision because most meetings are some meetings at least are about taking a decision. And, it was really helpful the way I described it. Because I said, ‘Look, if you’re going to convene a meeting to take a decision, then that meeting is itself a ceremony’. In other words, you should actually know in advance what the decision is and who’s going to support it and the fact that you have consensus or a majority or whatever. Right? So it’s just a place to formalize a decision that you’ve already worked to create. And they worked back from that and said, okay, well what would need to be true in order for it just to be ceremonial?

Don MacLennan:
Well, you probably have to engage with every single constituent who’s going to be in that meeting. In fact, you might even have to engage with people who are going to inform the point of view of those constituents. Right? And he kind of worked back from that for the whole process of laying the groundwork of how you even get to a consensus space decision. And he sort of helped me understand that. You know, that meeting might be 20 conversations leading up to it in order to be sufficiently prepared. Where I get the outcome I’m expecting or wanting, right? Which is a yes to some, you know, decision I’m advocating for really enlightening.

Career Nation:
Oh, that’s great. And I think that helps, especially when the company is of a certain size and also sort of, I don’t want to say consensus based culture, but at least getting everybody’s viewpoints on the table to actually make a decision to move forward. And that approach is so incredibly valuable because you make sure that you hear every piece of feedback, you bake that feedback into your proposal and that way you’re not only addressing everybody’s concerns or you know, viewpoints, what have you. But you’re actually making a better decision. And, that’s phenomenal. Thank you for sharing that approach.

Don MacLennan:
You’re welcome. You know, to your point though, at the time we were working at a 60 person startup together. So his approach was highly applicable to that environment. You know, I’ve worked for much larger companies at other times in my career where I’d also say it’s got, you know, usefulness, maybe even higher utility. But it was a pretty small company where I watched him do this and he was really effective at it. SoI’m kinda believe that it probably has applicability to any environment in which you work.

Career Nation:
I like it. And it sounds like it’s more collaborative as well. You basically get everybody’s inputs into the process.

Don MacLennan:
That’s right.

Career Nation:
Outstanding. I love that. as we wrap up here, Don, again, thank you so much for your time. Any parting thoughts, parting words of wisdom that you’d like to share with Career Nation? Because we have folks in our audience across the spectrum. We have early in career, later in career, in the middle of their career journey. And mostly are in tech, although there are some non tech folks as well. So anything that you’d like to share as we wrap up?

Don MacLennan:
Yeah. You know, a few parting thoughts. You know, the first of which is you own your career. You know, I’ve often encountered situations in my role as a leader where people look to me to tell them what their career should be. And my response is, you own your career, right? In other words, you own the understanding of where it is you want to go and you’ve gotta be able to articulate it. My job as a leader is to do what I can to enable that to become true. And so I’ll do it through a variety of techniques, you know, including, but not limited to mentorship, right? But, it’s not something you can outsource. You’ve got to have your own sense of purpose and needs and wants. It can take time. You know, some people earlier in their career don’t have a sense of what that looks like and that’s fine.

Don MacLennan:
It’s a job, not a career at that point. Some people have a very clear sense of purpose very early. And of course all of us may go through career transitions from time to time where we start, what we started doing, we don’t want to do anymore. And we’re kind of looking for something else, a pivot point. So I think you’ve got to have that sense of ownership over your career. The folks that I’ve seen succeed, you know, often have a couple of characteristics, you know. The label we put to it as sometimes growth mindset. If I was to double click, I think it takes on a couple of specific behaviors, you know, the first of which is self directed learning, right? Not being told what you need to know, but actually initiating that learning for yourself. I’ll give you a good example because, at one point in my career I began using this as a basis of how to hire people.

Don MacLennan: (36:53)
So we were, I was in the Czech Republic working for a company there. We were trying to hire a new design leader. And we were testing candidates for self directed learning, right? As we were interviewing and we’re asking for examples. So I asked this individual and said, ‘So tell me what you’ve been learning about lately, for the sake of your own professional advancement’. And he said, ‘Oh, well, I’m honoring a finance course right now’. And I’m like, okay, that’s interesting. You’re a design leader. Why are you auditing a finance course? And they said, well, I’m really trying to understand how to speak to executives about the financial value of what my organization does. I want to develop the vocabulary so I can tell them the financial benefit. I’m like, Whoa, that’s a really good answer. And he goes, Oh, I have one more example.

Don MacLennan: (37:35)
I said, okay, what’s that? And he goes, I’m studying ergonomics and physiology. And I’m like, why are you studying ergonomics and physiology? He’s like, well, you know, if I designed a user interface, it’s an interface to a computer. But then there’s a mouse and that mouse is connected to an arm and the arm is connected to a body. So if I really want to know what usability looks like, I have to understand the body that’s using the mouse it’s using the computer. And I was like, Oh my God, I’m blown away by these answers. I love you. And we ended up hiring years by the way, no accident. Right? So that self directed learning really really a key marker for advancement. And the other is global mindset. In other words, somebody who is curious to understand the world around them and appreciates, if not embraces the idea that, you know, from all of this diversity comes different viewpoints.

Don MacLennan: (38:18)
And that’s something to celebrate. That’s something to take into account as you do your work as opposed to kind of only looking for people that are like you. So when I hire, I look for people who have, you know, purposely sought out adventure, maybe lived abroad, studied abroad, worked for multinational companies, traveled. All these are markers for people who are able to pull the best rate from that diversity. That is, you know, the human construct. And I think if you pursue kind of those two patterns, you’re going to find yourself investing in your career, whether you call it your career blueprint or not.

Career Nation: (38:54)
Don, what a great way to wrap up this episode. Self-learning, diversity and being open to diverse thoughts. It’s so important for all of us to do that. And thank you for sharing your wisdom. This has been an incredible episode. And, I thank you again for your time. I know you’re a super busy guy and I appreciate all the wonderful wisdom and not only that, but also candor that goes along with that. Thank you Don so much, and you have great rest of the day.

Don MacLennan: (39:25)
Thanks, Abhijeet. Glad for the opportunity.

Career Nation: (39:28)
Take care.

Don MacLennan: (39:29)
Bye.

Blog, Career Nation Show, Career strategy

Episode 12: Career Nation Show with Johanna Lyman

“Once you find your center, everything becomes quiet. Then you can start observing life unfolding as a rotating pattern around you”, says Maria Kellis, in Episode 11 of Career Nation show.

“The number one indicator of success is the degree of self-awareness and emotional intelligence a person has. Now 85% of people think they’re emotionally intelligent and only 10-15% actually are. So, it’s never too early to become more self-aware. It’s also never too late”, says Johanna Lyman, in Episode 12 of Career Nation show.

Johanna Lyman is a professional speaker, business consultant, entrepreneur, and author. She is a business coach at NexGen Orgs and the president of the Bay Area Chapter of Conscious Capitalism.

In this video, she explains how to become successful by handling failures effectively and shares insights about life, success, failure, wisdom, and career.

Here are some highlights from this episode:

  • How to develop your business?
  • Why emotional intelligence is critical?
  • How to innovate and scale your business faster?
  • Why business should be conscious of their capitalistic tendencies?
  • How to handle failure – at a leam level as well as at an individual level?
  • What is ‘that’ combination of success?
  • What is Pattern Matching, and why is it important?

Career Nation:
Hey Career Nation, welcome back to the show. And today we have a phenomenal guest. She is an author, she’s a business coach at NexGen Orgs. And she’s the president of the Bay Area Chapter of Conscious Capitalism. Please welcome Johanna Lyman to the show. Johanna, welcome to the show.

Johanna Lyman:
Thank you, Abhijeet. Happy to be here.

Career Nation:
This is great. And, you know, you and I have been planning this for a while, so this is super exciting for me. Johanna, why don’t you give us a little bit about yourself and your role in this various organizations?

Johanna Lyman:
Sure. So NextGen Orgs is my company. I founded it in its early version founded it 16 years ago this month. It’s gone through a couple of iterations and it’s been about 40 years that it’s been NextGen Orgs. And we help companies have sustainable profitability and build highly cohesive and productive teams. And then as the board president of Conscious Capitalism, a role that I’ve been in for about six months now, I’ve been involved in the organization for a couple of years. Maybe almost three. And, so Conscious Capitalism is about unleashing the heroic spirit of business. So it’s about business as a force for good in the world, which aligns very much with the work that we do at NexGen Orgs.

Career Nation:
Oh, I love the synergies there. Because on one hand you’re helping businesses as part of NextGen Orgs. And on the other hand, you are working, with Conscious Capitalism to help business and be a force for good. So there’s a lot of intersections there. So why don’t we dive into this a little bit more? What does NextGen Orgs do? Do you guys help startups, established companies and sort of how do you help them?

Johanna Lyman:
Yup. So we work with companies – small, fast growing companies, privately held and we do, there’s four basic things that we do with them. First, we help them understand their values and their purpose and their vision. We help them, with Conscious Communication. So emotional intelligence, how to conflict management. We also help companies actively embrace failure so that they can be wildly innovative and scale faster. And then the fourth thing that we do is we help companies become radically inclusive. And you know, there’s, there’s a strong business case for all of those things, which is why we do them. We put it together and we call it building brave cultures.

Career Nation:
Oh, that’s outstanding. And I can see a lot of companies who would love to take advantage of that because that’s an area as companies are fast growing, culture and improving, sort of teams is an area which is a lot of times overlook. And this is a really interesting area that you’re working in. And as we shift towards sort of Conscious Capitalism and businesses becoming a force for good. It is a, it is such an intriguing topic because on one hand, a lot of companies here in Silicon Valley, they’re trying to grow fast. And in that process they may not be paying attention to being more inclusive or, some of the things that we have going on locally, such as, diversity or housing or gentrification and all those type of things. And, how are you encouraging businesses to be conscious about their capitalistic tendencies? How are you influencing them?

Johanna Lyman:
That’s a great question. It has to start really at the very beginning and it has to start with being the founder or founders being mindful about their values and the values that they want the company to bring into the world. And then once they’re clear on their values, then we can come up with a purpose that is beyond profit. Profit is essential. And studies have shown that actually purpose-driven companies outperform the S&P 500 (Index) by 14 times. So it’s not just a good thing, it’s not just a nice thing to do. It’s really good for business. But then you have to not only have these values and understand what your greater purpose is, but you have to operationalize that. So how would your customers or clients see that you were living your values? See that you’re living the company’s values? How does that show up in how you do business?

Career Nation:
You know, it’s interesting you say that. Because a lot of times people in companies are compensated and incentivized in different ways because, you know, they may be incentivized on sales or product or you know, those type of things. And that includes bonuses and stock options and all of those things. And, having a purpose is great. And many companies have a great purpose and they try to move towards that, but there is also a set of companies who may have a superficial purpose. Their real purpose is to disrupt and other things. So how does that, how does Conscious Capitalism get manifested in companies where, you know, the people are incentivized differently or their purpose may be just a little bit more flimsy, if you will?

Johanna Lyman:
Right. I think that biggest thing that I’ve seen with later stage companies is they might have a purpose. They understand their values when they’re just starting. But then they hit an inflection point, they start scaling and they bring on, you know, 50 more employees and, somehow the purpose and the values gets diluted at that point, if they’re not operationalized. If they’ve got a very clear set of ‘this is how we do things’ and they onboard their new employees to understand that, then it doesn’t get diluted. But that’s such a huge problem that I see all the time.

Career Nation:
Great. And as these companies are growing and they’re trying to innovate, one of the topics you mentioned earlier who was about failure and I know that this, topic is very close to your heart and you’ve written about it online as well. You know, I’ve always struggled to understand the question about failure, whether it’s individual or at a team level. And as we see, especially in tech companies, we are always trying to innovate, push the envelope just a little bit more. And through that, a lot of times there is failure. And failure sometimes is taken as, ‘Oh, here’s something new we learned’ versus sometimes it’s like, ‘Oh, you failed’. That’s why we’re going to move on to a different project. Or you should not be working on these innovative things anymore. So it has got this double-edged, it’s a double edged sword. How do you think we should handle failure? Especially in companies at a team level, at an individual level?

Johanna Lyman:
We have to get comfortable being uncomfortable. Absolutely have to. And there’s stats behind it. Something like 84% of leaders know that innovation is critical to the success of the company. But only 4% of them – this is from a McKinsey study – only 4% of them are actually doing something about it in their strategic plans. And it’s not, so it’s not because they don’t know it’s important. They just don’t know how. And I always like to say, if I could change one thing about our society, I would change the way we educate our kids because we set them up to learn at a very young age that they can’t fail more than 30% of the time. You know, that’s a C-grade, right?

Johanna Lyman:
But in reality, 80 to 90% of startups fail. Like 92% of product innovations fail. Like there is no success at all with out failure first. So, and we like to do it by… (Laughing) We teach the innovation, by playing games. Because it’s fun and people learn 10 times faster when they’re having fun. So we get them. It’s the only way to get comfortable being uncomfortable is to practice.

Career Nation:
Yeah. I love that. And I think you’re so right about failure. And actually, thankfully in Silicon Valley at least we have a culture that celebrates failure a lot of times, which is great. And that actually is very helpful for companies that are trying to innovate, break glass and move forward quickly. And having that inclusiveness for failure is super helpful. Do you have any advice for, executives, managers who are, who would like to encourage their team to innovate? And at the same time there might be a little bit of them failing. And how do you, how can one develop an appetite for a certain level of failure while as we go through our innovation cycles?

Johanna Lyman:
I think there’s a couple things that happen. First of all, they could, you know, do some sort of a team building process that actually gets people together and does like, like a ropes course or something where they get to practice things like this. And it helps to build morale. It helps to build a sense of belonging. And at the end of the day, whether they, whether you say you’ve got a culture of innovation or not, you really don’t have a culture of innovation if you’re not failing a lot, and then learning from it. So what’s the key learning here and how can, like, where’s the point of failure and how can we, like if we start there just before that, how can we do it better next time? The other thing is that, you know, the reason besides the school thing, the reason we’re so afraid of failing is because we’re afraid of getting kicked out of the tribe, right?

Johanna Lyman:
The psychological safety and belonging is so crucial. And so, and we’re hardwired to kind of sort for sameness and to keep ourselves safe, right? So we have to kind of retrain the amygdala with part of the limbic system to notice that when we fail, we don’t die. Cause the limbic system is hardwired to keep us safe and safe means alive. And the only thing it knows for sure we can survive are things that we’ve already survived. So kind of fatal flaw and the operating system there. But so I always tell my clients to like, celebrate the crap out of your failure and like say, ‘Oh my God, I just did something for the first time and I didn’t die’.

Career Nation:
That is awesome. You know that is so interesting because, it reminds me that failure is not just at the team level, could also be personal and it’s okay to fail and there’s a lot of learning there and no, you’re not going to get kicked out of the tribe and no, you’re not gonna die. And it’s gonna make you stronger and more alerted and it will help you to, quite frankly, propel in the right direction if you’re not able to open some doors. That means you’re actually, destined to open a different door, which is more success. And so have you seen any, examples or ways, to deal with personal failure. Especially in careers and especially for Career Nation where we have people who are trying different things or trying different types of jobs or domains and what have you. And they’re kind of going through their careers and trying to navigate the best they can. Anything that you can share about sort of dealing with personal failure?

Johanna Lyman:
Yes – don’t take it personally. So you have to separate the action with the Dewar. Okay. So if I’ve just, you know, been fired from a job, for example, I have to separate out like these are the actions or inactions that caused me to get fired and they’re not who I am as a human. If they are who you are as a human, then maybe it’s time to get some coaching.

Career Nation:
Yeah, that’s a great point to separate yourself from the actions because your actions don’t always represent who you are. That’s a great hack. I love it. Johannah why don’t we shift gears a little bit and learn a little bit more about you. And we’ll get into our Favorites Game, which is we ask you some favorite questions, rapid fire, and you are expected to answer them and tell us why that thing is your favorite. Johanna are you ready?

Johanna Lyman:
Ready as I’ll ever be.

Career Nation:
Awesome. Uh, why don’t we start with what is your favorite app?

Johanna Lyman:
My favorite app, this is going to sound silly, but it’s a cribbage app because I love to play cribbage and my husband doesn’t have the patience to learn how. So it’s the only way I get to play enough.

Career Nation:
Oh, very cool. That’s great. You get to keep your hobby. That’s a good thing. What is your favorite book? And this could be a fiction or nonfiction book.

Johanna Lyman:
That is such a hard question for someone like me who reads an average of at least two or three books a week. But I will say that probably the book that most impacted me was Atlas Shrugged by Ayn Rand.

Career Nation:
Oh, very cool. Oh, I can definitely draw some connection points there to Conscious Capitalism and, yeah, that’s awesome. How about a favorite quote? Do you have a favorite quote that you would like to put on your computer, on your wall or just like as a mental tattoo?

Johanna Lyman:
Yes. I actually had one that was on my wall for 10 years before I figured out what it really meant. “I’ve been absolutely terrified every day of my life, but I’ve never let it stop me from doing a single thing” by Georgia O’Keeffe.

Career Nation:
Powerful. I love that. And then also kind of relates to failure because yes, some of those things might result in failure, but that’s the way it is. Failure and obstacle is the way to move forward. On a different note, what is your favorite restaurant?

Johanna Lyman:
Oh, anything that can make me a good New England lobster roll.

Career Nation:
Ooh, nice.

Johanna Lyman:
There is actually a place in Burlingame, I think. I believe it’s called The New England Lobster Company. And I will take a drive up from San Jose on a pretty regular basis just to get my fix.

Career Nation:
Oh, that is so cool. I will check it out and put that in the show notes. Johanna, now that we know you a little bit more, we would love to figure out what’s sort of the secret sauce behind Johanna Lyman’s, career success. So here’s the part where we’re trying to understand what are your strategies and approaches towards your career? Do you have a morning routine? Do you prep yourself? What are some of the strategies that have really helped you become successful in your career?

Johanna Lyman:
Yeah, there’s a combination. Yes, I have a morning routine. Before I turn on my computer or open my phone, I have, like a devotional reading that I do and then a short meditation, a journal on a regular basis so that I can capture my own insights and my own learnings. And then I am a connector. So when I meet a new person, and I think you’re like this too, cause we were kind of going back and forth when we first met. When I first meet somebody, my first thought is, how can I help you? How can I help you get what you’re looking for? And I think that is not as rare now as it was when I first started in corporate. But it’s still somewhat unusual and all the go givers that I’ve ever met have all been successful. Have you read that book, The Go-Giver?

Career Nation:
I have not, but I read Adam Grant’s Give and Take. Similar topic, but I haven’t read The Go-Givers. That is a very interesting title because it’s different that’s not go getters, but go givers. I love that title.

Johanna Lyman:
It is just a parable. It’s just a really short read. I forget who the author is, but…

Career Nation:
Awesome. Johanna, as you help companies through NextGen Orgs and through Conscious Capitalism, there might be many important projects, meetings. Tell us, how do you prepare for a big meeting or prepare for a big project? What sort of preparedness and sort of how do you help your stakeholders, your clients become successful? What sort of preparedness and what mechanisms do you use that you would like to share with Career Nation?

Johanna Lyman:
So to prepare for like a big meeting or a big team delivery, something like that, I take my morning practice and I double it. And the other thing that I do, to be honest with you is I know that when I can tap into the wisdom in the room, I have the ability to – it’s kind of a strange and unique gift, I love it – to tune into any organism, whether it’s an individual or team or an entire organization. And I can sort of, in a way, it’s hard to describe, but I can see what wants to emerge and I can see the highest potential that’s in the room in front of me. And so when I can tune into that and just let myself be guided to speak to what I can see. Pretty magical stuff happens.

Career Nation:
That is super magical. And that is almost like you are, you’re sensing the room, you’re sensing the people, you’re sensing the individuals. Are there any cues that you look for? Is this like body language or do you see like people are bringing up certain topics, so tell us a little bit more. Give us a clue into your super powers.

Johanna Lyman:
Yeah, so I think, I am highly intuitive, so there’s that. But I think, cause I’ve been trying to unpack this for myself for about 10 years. Like how do I do that thing? I think I am really good at pattern matching and it happens so fast that it occurs as intuition, but really I’m just, I’m paying attention to tiny little cues. It might be how someone looks at another person in the room and body language for sure is part of it. And just like, just having a sense of the energy in the room and being able to speak to that.

Career Nation:
That is fascinating. I would love to develop something like that. Although you are like, several, several levels, higher in terms of pattern matching and sensing this. Is there a way someone like me who’s a novice and let’s say understanding patterns, et cetera, develop this like is this like a having a lot of different types of experiences and then trying to figure out patterns because I played a bit bit, for example, mental models and I’ve tried to figure out, okay, is this situation, can I apply this type of a mental model? Like for example, the parade or rule 80, 20, for example. Right? So things like that. So those mental models. But I’d love to understand a little bit more about pattern matching and it seems like to match patterns first I should know patterns and identify patterns. So tell us a little bit more. What’s sort of behind is, what’s sort of the method to the madness, if you will?

Johanna Lyman:
Oh, so… I think the secret is presence. So the more present you are, the more emotionally intelligent you are, the more you have positive mindsets, I think the better you’ll get at this kind of rapid, fast pattern matching.

Career Nation:
Yeah. And so the presence aspect is so important. And in a world where we are overloaded with our digital signals emanating from all these devices, how does one develop presence? Is there a, it sounds like a quality that is, you have some stillness at the same time you are actively engaged. And so how have you experienced that presence? Whether it’s your presence that you have developed over a period of time you’ve seen others exhibit and demonstrate presence?

Johanna Lyman:
Yeah. first of all, it’s learnable. Everything is figureoutable, right? It really has to do with developing emotional intelligence. So developing your self awareness first and foremost. So that’s why I start my mornings the way I do. To have those moments of silence and connecting with myself. And then once you’ve got a good handle on the self-awareness, then you can get into like self management and then social awareness and relationship management. So those are the four aspects of emotional intelligence. So, it’s really just like how you get to Carnegie hall practice, practice, practice.

Career Nation:
Yeah. That’s a great, and overnight success has been 20 years in the making as they say.

Johanna Lyman:
Oh yeah, for sure. 16 years and counting for me.

Career Nation:
That is awesome. Johanna this has been a phenomenal conversation and as we start to wrap up here what would you like to share with Career Nation? And we have an audience that is sort of early in career, in the middle of their career, or late in career across. So we have got a broad spectrum of audience. What would you like to share with them in terms of guidance and insights based on your experiences?

Johanna Lyman:
The number one indicator of success is the degree of self awareness and emotional intelligence a person has. Now 85% of people think they’re emotionally intelligent and only 10-15% actually are. So it’s never too early to become more self aware. It’s also never too late.

Career Nation:
I love it. And I think one of the distinctions there also, Johanna, is the sort of ‘the know it all’ versus ‘the learn it all’. And so it sounds like 85% of people think that they’re emotionally intelligent and actually only 15% are. That’s a stark difference between the know it all and the learn it all right there.

Johanna Lyman:
Right. And I think, you know, humility is such a misunderstood and important quality in leaders. And that’s the idea that I’m not better than anyone, but I’m also not worse than anyone. So it’s, you know, treating everyone with respect.

Career Nation:
You’re so right. And that’s the, that’s the least thing anybody can do for anyone else – be kind, be respectful. And it doesn’t matter, even if you’re, working intensely in a startup or in a large tech company or anywhere else, it doesn’t matter. But treating others the way, they should be treated is so important. Johanna, thank you so much. This has been a wonderful conversation. We got so much out of it. Thank you for your time. And also we wish you all the very best for NextGen Orgs and for Conscious Capitalism.

Johanna Lyman:
Thank you. Thank you. And folks can find me on LinkedIn. It is Johanna Lyman. I come up pretty fast. And also if you’re curious, check out ccbayarea.org for conscious capitalism. We have online and in person events and, NextGenOrgs.com is my website.

Career Nation:
Wonderful. Johanna, thank you so much.

Johanna Lyman:
My pleasure, Abhijeet. All right. Take good care.

Blog, Career Nation Show, Career strategy

Episode 11: Career Nation Show with Maria Kellis

“Once you find your center, everything becomes quiet. Then you can start observing life unfolding as a rotating pattern around you”, says Maria Kellis, in Episode 11 of Career Nation show.

Maria Kellis is a researcher, business consultant, entrepreneur, author, and teacher. A triple major from MIT, she runs a consulting firm that combines business and spirituality. In this video, she talks about going “From Burned Out to Fired Up!” and shares insights about life, meditation, wisdom, and career.

Here are some highlights from this episode:

> The influence of Taoism in her life

> Why books are considered to be the window to wisdom

> Why is the connection between spirituality and business is important

> How to address stress and burnout

> The importance of finding your center

> How to find the balance between work and connection

> What are the symptoms of stress and burnout

> What is your zone of genius

Read more about Greg Fox’s insights on Tech alliances

Career Nation: Career Nation, welcome to yet another episode of the Career Nation show. Today’s guest, she’s a double graduate from MIT. She’s a researcher, a business consultant and entrepreneur and author and a teacher. And she’s here to share with us some of her insight around careers.

Career Nation: Especially around how to go from being burned out to get fired up. Please welcome Maria Kellis. Maria, welcome to the show.

Maria Kellis: Well, thank you for having me.

Career Nation: Maria. We would love to know you a little bit better and to just start off, we’re going to dive into your favorite things. Are you ready for a quick fire round of your favorite things?

Maria Kellis: Okay, sure. Let’s do that.

Career Nation: Awesome. So Maria, what is your favorite app?

Maria Kellis: I have to say that, there’s two of them. One is GPS because it changed my life. And the second thing is audio books. I go everywhere listening to audio books and I never get bored and I travel a lot. So I love listening to audio books when I travel. And sometimes when I want to go through it quickly, I can just speeds up. So this is my favorite apps these days, but I have so many, Oh my God, the, I have a virtual company. So we use Slack, we use Trello, we use, a lot of the productivity tools of the G-suite. I find that we live in an incredible time when we can work around the world. Like I have people in 10 countries working for me and it seems that we’re all in the same room. We meet once a week together and you know, for a team meeting and that’s it. You know, the rest of the time we never see each other. I don’t think I’ve met, well I haven’t met most of the people that work for me.

Career Nation: Oh, isn’t that incredible? You’re right. We truly live in incredible times and all of these applications help us bring people, ideas, concepts, work so much closer. so thank you for that. let’s move to your favorite quote.

Maria Kellis: I love The Tao. So a lot of the quotes from The Tao. And, if you change the way you look at things, the way you think, the, the things you look at change. I like this idea that as we change how we look at the world, in fact, it is the world that is changing. So to me it shifts the perspective and that I’m fascinated by this idea.

Career Nation: Oh, I love that quote. And I think a lot of masters, from that, from that point have actually used that quote. Dr. Wayne Dyer being one of them, one of my favorites as well.

Maria Kellis: Yeah, absolutely. Absolutely. He’s one of my favorite, like I love his interpretation of The Tao. In fact, I get some teachings of meditation very often.

Career Nation: Totally. Maria, let’s go and know about your favorite book.

Maria Kellis: I read so many books. I find that there’s so much wisdom to be had. These days I’m reading a book called the Stealing Fire that, is really talking about the idea of ecstasy is this idea of being in the flow that is very much related to my work. And I, I’m totally fascinated, but you know, next week I’ll have a new favorite. I love reading. I love connecting the, this days, my book, the, the books that I love are books about ideas or spirituality or practices or you know, business that certainly, I think that there’s so much knowledge to be shared that I believe in reading enough. You know, the, the more we read, the more we connect.

Career Nation: Totally. And with someone from your background can also connect so many dots. As you absorb more knowledge, you can actually connect even more dots. So I totally understand your passion for books and your appetite for books.

Maria Kellis:  When I was little kid, I didn’t want to sleep. I literally didn’t want to sleep because I thought that this world is so amazing, but I didn’t want to miss one minute. And, I would read so much every night. I will not sleep until my dad’s alarm ring, you know, because that will get in trouble if you found that I didn’t, you know, didn’t sleep. So, and then he was always surprised I will never get up in the morning easily right. But of course that’s because I only slept one hour or one hour. I remember there was a time I ran like three or four books per day, per day, but there’s, and then I went through a period where I didn’t really want to read anymore. And in the last few years I started reading again. And I find that, the, the books that people write, it’s like concentrated version of wisdom. So I am very grateful to all the authors who spend all their time writing.

Career Nation: Oh, it’s certainly a labor of love and we get to sort of get the distilled knowledge in books. Maria, do you have a favorite restaurant?

Maria Kellis: Well, I live around the world, so it’s not necessarily easy me to say I have a favorite restaurant. I love very comfy food. When I was sick and we’ll talk about that, but I used to be very, very sick and, and so I’ve learned to, heal myself with what I ate. And so very, very healthy foods, salads, juicy. Those are my favorites. So sometimes my favorite restaurants are just simply like the grocery store or the actual local farm market or organic market.

Career Nation: I love it. Staying healthy and getting the nutrition that’d be, want to fuel up our bodies is so important. So I totally agree with that. Maria, your career journey is fascinating. You’re a double grad from MIT and entrepreneur.

Maria Kellis: Triple. I know.

Career Nation: Good god. Triple grad from MIT, entrepreneur, you have been working in the corporate world and now you are building bridges and connections between spirituality and business. Can you share a little bit about how you came to this place? What and how did you come to this unique vantage point where you’re helping so many people today?

Maria Kellis: I did not choose this path. It chose me. So in 2004, I, I had to, you know, you can call it the burnout, like all systems down. I ended up in a wheelchair in the hospital, very sick. Everything, everything was wrong and the doctors were not giving me much hope. They were telling me that it was going to be the rest of my life and I just simply did not agree with that idea. And I made a decision, a very powerful decision back there that, I needed to, I needed a miracle and that’s what I set out to find. And, and because I tried everything, I tried everything, you know, doctors, alternative doctors, medicine, alternative medicine. And finally, the one thing that worked at the time, I was under a severe amounts of pain, incredible pain

Maria Kellis:  and, the medicine wasn’t working like all the painkillers in the market. You know, I hadn’t, the only thing I didn’t want to have was, morphine because I knew this was for terminal patients, but I was in so much pain and nothing was working. And I remember they gave me meditation, about thinking of pain, pain as fire and thinking of water coming in and taking out the fire, but it worked. So I was like, Ooh, whatever that is, I’m doing more of that. And, that, that’s how I started that kind of really I started and it was funny because in the beginning I didn’t understand the cause of meditation at all. I have other things to do, like, you know, and, and as soon as they sitting and doing nothing, I’m like that. That’s not what I do.

Maria Kellis: But maybe on day five of meditating I had with a call, going through a warm hall. So suddenly the lights started coming from everywhere and I started going up and down really fast and, and I came over to this other place where I felt I was floating and I saw the world in a different way. And I was like, wow, okay. I always thought that it was really weird stuff, but after this happened, I couldn’t believe that, you know, I, I’m like, I must be missing something. There’s something else. And that, that kept me interested for years in trying to understand what happened and also how to replicate it. I have to say that I had some incredible, very very deep, mystical experiences. And this is what was the beginning of this journey for me. I, and, and now when I make people, I tend to work with very smart people because I’m very smart.

Maria Kellis: I tend to attract really smart people. And I love that doubt. I love their doubt that they’re facing. And they’re like, well, you know, I don’t know. I’m really skeptical and I’m like, you know what you should be. And so what I concentrate on with people is to help them have very fast and first experience. So, because once you have an experience, you know, and once, you know, you can’t really argue with what just happened. Otherwise it’s just very theoretical and not much use for theory, right? So I believe that for each and every one of us, it’s really our experience that matters. The energy world is real, I believe, because I experienced it. I live it. I see it every day. I, yeah, I feel it. I, I connect with it. And it is my hope, my dream to make that world part of everyday life visible for everyone. It’s not, it’s not for some saints. And, and gurus somewhere in the Himalayas that spend their life meditating. It’s available to everyone and it doesn’t require that much if we do that.

Career Nation: Maria, you, you went through this personal transformation and you were caught in a really difficult scenario and your health was failing and you found that yes, you had to take medic medical help, but really what helped you the most was meditation. And from that point you had several personal experiences, real experiences, and you said, okay, this is something that could help other people. And so…

Maria Kellis: It’s not just meditation, I shouldn’t say just meditation videos, part of it. Go ahead.

Career Nation: Oh yeah. So it’s plus meditation. And so the, when, when we talk about sort of the real world, we talk about sort of business and entrepreneurship and we have to deal with things like customers and business models and products and services. How does, how can spirituality intuition play a role as in, isn’t spirituality different than I’m looking at a sales pipeline or I’m looking at certain metrics or what have you. Isn’t that different? Like how do you, how do you connect these two worlds?

Maria Kellis: You know, for the longest time I had a real job while I was doing this on the side. And you’ll say, you’ll think that being in a wheelchair sounds really horrible. But I actually spent eight years between 2004 and 2008, 2012 where I had accident after accident, disease after disease. I fell through a roof. I, you know, twice. I had you know, like I had severe burns, like, you know, incredible. Everything that was a freak accident that could happen, happened to me. And to me, this was just the beginning because the first time I had the miracle of walking, I,

Maria Kellis: you know, in my mind I was like, okay, that’s really cool. But then the second time I was like, okay, that’s really interesting happen again. And it’s almost like my life led me to, you know, because I think like an engineer real well, how do you make it repeatable? How do we make it real? How do you make these things happen again and again? And I started teaching people like back in, you know, well, almost from the beginning. Because, you know, people were coming and finding it and saying, how do you do it? Like even at the hospital that were like, we don’t understand, you’re the happiest person here. Please tell us how. They invited me to teach people back in the hospital. And I was still a patient at the time. But,

Maria Kellis: I saw it working and in the real world I saw real applications. I saw the changes. I, in 2008 I went back to Greece. I was in California when I got sick, but eventually I went back to Greece because, you know, to be with my pants and

Maria Kellis: I worked for the government and I could not influence, but somehow the projects that I was assigned that were voted unanimously, right? And the first time I saw that, I was like, okay, by the way if you’re familiar with politics, that never happens. Yeah. And then so, okay, well, so you can actually use this not just for, health, not just for, you know, feeling better. Not having, not just for relaxing, but you can actually literally use for business. I started testing it. I started saying, you know, well, what if you did this? I, you know, everything I teach, it wasn’t developed overnight. It was like years and years of testing and seeing what works and what doesn’t and how to apply because we think, you know, or I used to think that this world is linear, that time starts and keeps moving. When I started seeing the world, this multidimensional and going through the dimensions, then I started realizing that nothing is as it seems.

Maria Kellis: And, and so things like sales is the easiest thing to influence because as you change your magnetism, literally you attract more. And by attracting more, you attract more customers. So suddenly you’ll become this number one salesperson. And they’re like, how did you do that? Like when I started this company, my little company, I went from zero to 20,000 per month. You know, just like that because I said, Hey, 20,000 sounds like a good number. It never occurred to me that it’s difficult. It’s just like, why not? Right? and I have seen this happen again and again, people who just aren’t companies or start a new practice or start a, and, and they want to attract opportunities. They are able to find those opportunities because of what the envision because of setting, being passion, using the systems that, you know, that I teach and you know, it happens again and again.

Maria Kellis: So sales in fact is the easiest thing to, to attract. It’s not the… Think of it as being magnetic. We are all magnets and the more magnetic you are, if you really know who you are, if you define yourself, your track, the opportunities, the circumstances, the events, the resources to you. So instead of thinking of you having to go there, think of everything happens here. So instead of saying, I need to find customers who are saying they need to find me because what I offer to them is what they want. So it works.

Career Nation: That’s a, that’s a very revealing insight, Maria. And that’s an interesting way to look at it. Where

Career Nation: one can start to manifest the things that one would like to see happen. And that, you know, I’m sure there’s many techniques that allow us to do that. One of the areas that is becoming pretty interesting and critical in Silicon, not just in Silicon Valley but generally in the corporate world is around mental health and many professionals faced burnout. They’re stressed, they are burnt out. from your vantage point, how do you see this? Like what kind of effects does it have on professionals? How should they look at it from, from a standpoint of how do I get better?

Maria Kellis: I, I would say that I’m an expert in that because I did not only face burnout myself, back in college. But in fact, I believe that the reason I got sick is because I kept burning out and kept pushing and pushing and pushing to the point where my body just completely shut down. So the reason I say that is because it’s very easy to speak about things when we haven’t lived through them. But when we lived through them, that’s when we really understand.

Career Nation: Yeah. But that’s when you have real experience that he can talk about it and share it with others.

Maria Kellis: I believe that if we keep pushing we are taught that the harder we push, the more we do, the grant that we call, then we will succeed. So if things don’t go our way and we keep working harder, pushing harder and doing more because that’s what we’re taught. And I believe that there’s a balance. I am not saying sit and meditate and wait and like, you know, everything will come to you. Like unfortunately it doesn’t work that way. You need both. You need both the pushing energy and the flowing energy.

Career Nation: Oh come on Maria. I was really looking forward to just meditating all day and all of these things would happen to me.

Maria Kellis: Well you can, and I have in periods of my life where I have done that, it still requires work. Like no work. That becomes your meditation. You know, if you meditate 12 hours a day and then everything will work really well in your own life. But also you don’t care about many things. But I, you know, I, I did go through this phase in my life where I was just like a superhero meditator. Let’s do like an Olympic run of meditation. Like let’s do 12 hour a day for like month, two months. And those are incredible times, right? At the same time though, there, there is almost what, what is it that you want? If it wants spiritual development, then meditate. If you want a business and money, then meditating may not necessarily be the best thing to do. You might want to think about what is the actual business that I have.

Maria Kellis: And I’m not saying, I’m not saying that meditation will not help. In fact, once you know what you want, you remember, know what you want and you let go of the things that you don’t want, then you can really put a lot of gratitude and appreciation and love and have this feeling, this desire, and it will bring everything you want to you. So if, if you want to have a really successful business, the way to do it is not to save. Well, I’m just going to sit around and just, you know, meditate all day. You actually start a business and then become successful. Right? It’s all like, Oh, well somebody will come and offer a business to me and yes, it’s fun. Right? People won’t come and give you opportunities, but if you want to choose your opportunities, then you get to start by putting them together.

Career Nation: Yeah, absolutely. And so when we think about work and we think about sort of stress and burnout being burned out, is there a, is there, are there symptoms that we should watch out for that tell us or can tell someone that I’m burned out versus I’m just like little bit stressed. So is there like a set of symptoms that, are sort of a tell that yes, this person is burned out and needs help?

Maria Kellis: And, it’s a really interesting question. What’s the difference between burnout and stress? Because a lot of stress will lead to burnout. and there, there’s psychological effects. Like for example, you will be more irritable, and people who have like shorter attention span. The ideas will not come as easily. Memory problems. Those are all telltales, right? People who have burnout don’t know that they’re burned out until something very dramatic happens. Because they’re so used to running that they missed the fact that suddenly their performance went down, you know? So instead of like realizing, Oh my God, I needed to slow down and get out of there, they keep working even harder until they literally break something, their systems. And, the, the reason is that we’re not used to thinking that taking care of ourselves, sleeping, is, is important.

Maria Kellis: If, if for example, somebody has chronic sleep issues, a lot of stress, like waking up with, Oh, I can’t breathe right? Those are usually signs of a really high stress level that may or may not be visible, but your body definitely feels sick. And that can also be, you know, so, so mental, like emotional and, and literally physical symptoms. So you’ll, you’ll see it in, you know, like your adrenaline levels or your, liver or, toxicity in your body. So those are all like, they’re all related. We’re, we’re in a system where a complete system, so body, mind and spirit and a, and all of those are related.

Career Nation: And so that’s very interesting, Maria. So that are these signs that we can look out for, and are these, how do we deal with this? Like we see stress levels building up and we see ourselves maybe at the verge, at the very edge of burnout or starting to burn out.

Career Nation: Are there,

Career Nation: are there things that we could do to distress ourselves or address this burnout? Are there things that we could do daily or weekly or is there, is there a way out of that?

Maria Kellis: Oh, absolutely absolutely. I won’t be teaching this if I felt that was hopeless scenario. Oh my God. The first thing to do is to realize that you have value. You have found the, even if you do nothing. And that, I know it sounds very simple, but when you realize that your value is not in what you produce, but in who you are, so it’s not your results that determine your success, but it’s who you are. Then you realize that pushing harder when you are not able to push anymore. That is the opposite of what you should do. So putting yourself in priority, allowing yourself to take a break is truly important in this. The second thing is that when you, and I’ll be, you know, I’m giving a gift to the, to the people who are listening to us.

Maria Kellis: If they go to mariakellis.com/extraordinary, there’s a series of four meditation that I found is the, is for the busy professionals, so got to relax them in two minutes, 30 seconds if that. So that’s all you have to prepare for meeting a lot of stress goes into and how to really relax into state. Those tools seem simple and sometimes more is just more. And I believe that very, very simple things, very, very simple changes. Breathing is a truly remarkable thing we can do. When you find yourself stressing out, stop and take three breaths. That’s it.

Maria Kellis: Three breaths, one.

Maria Kellis: And one more. I bet you feel a little bit better now. And all he did was breathe.

Career Nation: Absolutely. And thank you for sharing the link and we’ll drop the link in the show notes here as well, Maria. Because I think having these techniques are sort of these essential tools we can use on a daily basis and it probably doesn’t even require any special equipment or anything like that, right? It could just be whatever you are, you can be wearing whatever clothing, et cetera, be in any environment and you should be able to do these, right?

Maria Kellis: Yeah. I created those from my students. Like, I remember there was one of my students, she, she was going to a meeting and she was like, I need to prepare for a meeting. I have seven minutes. And I said, okay, let’s create seven minute meditation. Right? And I recorded this. And suddenly she started using it for every meeting. And then she’s like, Oh my God, my life changed. So I started giving it to people and they were like, how did that happen? You know, you know, like I don’t go to meetings without listening to this meditation anymore and it’s seven minutes to prepare. So you can like literally arrive seven minutes early and listen to it in the car, go to the meeting and you’re there. But

Maria Kellis: remember if you think you’re a doer, so if you, if you go there to prove to people that you’re smarter, that you are good. You know, you have no connection, so you’re replaceable. But if you go there centered as yourself, bring the best version of yourself, you connect with people and people just want to work with you. People just want to give the best selves. And, and that changes the game. So I, I truly believe that those,

Maria Kellis: well, whatever, and I tell people, whatever you need, tell me I’ll create a new tool. It’s really easy for me. It’s what I do, but I find that the problems that we think we have are so much less. If we just take a moment to step back and find your center. I often use this analogy when I talk about clearing, but if you think of the hurricane, right? There’s an eye in the hurricane so it goes crazy, crazy, crazy. But right in the center is complete calm. So I always say it, just find yourself in a center, find your center, state center and everything becomes quiet and life rotates around you. You see it, you observe it, you see the craziness happening. But you don’t have to be part of the craziness floating around and falling and crushing on things. You’re just at the center and whenever you want something, just reach out, grab and then the senior center and then something else. So I like that. All right. And then stay in your center. And that centering, that peaceful moment allows you to be in peace. When people meet me, they always say, Oh, I feel so much peace when I’m around you. I’m like, yeah, just be in your center. That’s what that piece is. It’s not very far away. Just come back back to you. Somebody said once, how far away from home do you need to go in order to find your way home? So we’ll come home and you just come back.

Career Nation: Oh I really like that exercise Maria. And I love that example because it kind of puts, puts one oneself in the center as a calm person who can basically deal with anything and allows us to, as you said, create the best version of ourselves. And it’s also, I think somewhere as you were talking about it, I also felt a sense of, you know, you know, creating a sense of, you know, creating more value for others, being more useful to others because we were creating best versions of ourselves. let me, let me ask you a, just a quick follow up on that because you mentioned about people going to meetings or high stress environments, et cetera. A lot of times people, they may be stressed, but they want to get into a zone of confidence and going from, you know, a high stress to a lower stress and getting rid of stress through meditation’s definitely helps. How can one move to a zone of higher confidence? Is there? How can one think about confidence as a way to think about, you know, I will really want to be effective. I really want to help others. I want to be, you know, I want to contribute in this meeting or this, you know, presentation or what have you. How can we think about sort of building that confidence?

Maria Kellis: It actually goes hand in hand. I, I talk about something being your zone. Who’s genius I have, you know, because of who I am, I’ve always been interested in what makes people become a tune is what makes it for a genius idea. When do you have those ideas that are, you’re like, wow, this was a genius when I was in, I remember when I was in grad school, like the, you know, typical MIT late night project and I remember there was this moment where everything was quiet cause it was probably four in the morning. And, I was at the lab creating something and then I just looked at the ceiling and then I saw a glass and I said, Oh, transplant case for it. It was at the time Palm pilots and and I was like, Oh the trust bank case. Then you see what is in there. Right. And that’s how me just like that. Then the next day my professor was like, Oh you should patent that. By the way. I didn’t get the patent cause like I, I was too busy doing other things in retrospect I wish I had bothered, but at the time I didn’t bother to get that in mind.

Maria Kellis: But how did that idea come? Right. I think that our zone of genius is much related to ourselves. We are unique in who we are. Very, very unique and our creativity, our genius comes in that place of calm. So the one of my zones of genius is to do like a thousand things, right? So the being in this high stress environment, being in this chaos actually, it’s really exciting to me and I, that’s my, that is my genius. Like making order out of chaos. So in that highest stress, it’s not about stepping away from the stress and saying, Oh no, I can handle this. I’m just going to go meditate. Buh-bye. Right? It’s being present, completely present in the moment and in that moment, finding that zone of genius, that, that moment where you’re in the flow, where you’re no longer thinking how bad what you’re doing, but you’re in that moment doing it because that is extraordinary.

Maria Kellis: Some people find the zone of genius when they’re running by does the running, they, they have that, they’re in that song or they find it as they’re creating or you can find it through music. Whatever works for each person is different. But it’s that moment when you stop being you, that you become aware of everything. You become connected. You look around and you see ideas and you find, you find yourself finding those ideas. That part is not different from who you are. Just be who you are. So if I have one advice for everybody, just be you. That’s enough, right? But then that’s harder to do than just to say, but yes. So in this high pressure environment and in this place where you need to find those ideas where they, you know, maybe your promotion or your, you know, depends on the amazing ideas that you have, where the pattern is that you have, finding that place of calm is the way to do it.

Career Nation: Maria, that’s it. That’s a brilliant way to put it because quite frankly more and more we are rewarded for our innovation and concepts rather than actual hard labor. And in this new world, finding your center and finding your zone of genius is a fantastic tool to help us sort of unlock opportunities that, you know, might be inside us we may already have the answers, but we haven’t quite found our zone of genius and found the center. and we are sort of being, pushed into this chaotic world. But, but centering ourselves would allow us to take advantage of that opportunity. And, I totally, I totally subscribe to that view and I agree with that. Maria, as we wrap up here, what advice do you have for Career Nation? Our audiences, people that are early in career, middle of their career, late career, like all kinds of folks all across the world. What message, what pieces of advice would you like to share with them?

Maria Kellis: Well, it’s lucky that it happens to be the same thing for everybody. Be yourself and expand a little bit on that. So you… There’s 7 billion people in the world and each one of us is unique. Our uniqueness is what is the best thing we can do. So if you’re just starting out, be unique seems very scary because you’re like, well, but I should fit in because otherwise nobody will hire me. Or, but you know, if you’re just starting out being yourself, we’ll allow you to find the best job and in fact we’ll give you opportunities that are actually aligned with you. So maybe, maybe it feels scary to be you, especially when you’re starting, but the opportunities you’ve come, well, you know, even if you started at a lower level, it doesn’t matter because very faster you would be at the high level. If you’re in the middle of your career, being yourself allows you to know that, you know, I have that experience that I have and in the future I know where I want to go.

Maria Kellis:  So I’m just literally at that stage where I’m about to take off. Remember the colicky stick about to take off. So, I’m in a very exciting time. And so being yourself allows you to really be that trajectory where you’re not faking it. You really be you and the opportunities you’re creating, the path you’re creating is truly aligned with who you want to be. So it doesn’t feel like you’re working. I mean, my team, remember I have people in, you know, many countries around the world. The reason I picked my team is because they’re in different time zones. So this way, like at 24 hours a day, there’s somebody awake. And working with them and I’m like, don’t you ever sleep? Of course. But I love my job so much. I don’t want to, you know, like I have an idea three in the morning I’m working and it doesn’t feel like, Oh no, I’m working.

Maria Kellis:  I’m like, Oh wow, this is such a great time for me to work on this because nobody is going to call me right now. and, and of course if you’re at the end of your career, being yourself is really what, what you should do because that is the point where, you know, you’ve gone through the basics. You have what you know you can do and being yourself brings them an extra home that makes you interesting. You’re, you’re no longer part of the crowd, but you stand out and when you stand out, that’s really when you succeed.

Career Nation: Maria, that is just a fascinating insight. Being yourself allows you to bring your unique value to the world and quite frankly, whether you’re early career, middle career or late career, it doesn’t matter. You can actually be successful just by being yourself and showing up in the best version of yourself. Maria, thank you so much for making the time. we’ll make sure to, share the links and the show notes. mariakellis.com/extraordinary to get your meditation tools and be ready to beat stress, beat burnout. Maria, thank you so much for joining us. We wish you all the very best and have a wonderful rest of the day.

Maria Kellis: Thank you for having me. It was a pleasure. And, lots of love to everyone.

Career Nation:  Thank you.

Rajesh setty, verbinden, iverbinden, career tiger
Blog, Career Nation Show, Fitness, Health

Episode 10: Career Nation show with Rajesh Setty

Rajesh Setty is an entrepreneur who has founded several successful startups, an author of 18 books and a teacher and mentor.

In this video, he shares insights about life, career, and secrets to success.

  • How his book got rejected by publishers for 159 times and how 160th time become magical.
  • Hammer & nail strategy. 
  • Why entrepreneurship is a team sport.
  • How important are stories in life?
  • How to become more self-aware?
  • Why smart people get stuck?
  • How can people go about having a side hustle and at the same time sort of capitalizing on it over a period of time?
  • Learning art through hard ways.
  • Different career opportunities in the present digital age.

Career Nation: Hey Career Nation, today is a very exciting episode. Today, we have none other than Rajesh Setty. He is an entrepreneur, he’s an author and a teacher. And I’d known him for many years and he’s a mentor to many, many people here in Silicon Valley. Please welcome Rajesh Setty to the show. Rajesh, welcome to the show.

Rajesh Setty: Super exciting, uh, Abhijeet. I’m so glad to be here.

Career Nation: Yeah, Rajesh, I waited for years to interview you and finally my dream has come true. Thank you for being on the show.

Rajesh Setty: The moment you say things like that, it can all go downhill from here. So don’t set the expectations very high.

Career Nation: Yeah, that’s right. Uh, one of my mentors always tells me always exceed expectations. Any of the expectations are too high, you can reset them. So I appreciate you resetting expectations right here.

Rajesh Setty: Very good. I’m so excited.

Career Nation: Thank you. And so, um, Rajesh for those of you, for those five people who may not know you, uh, can you tell us a little bit about yourself and your career journey?

Rajesh Setty: Uh, I keep my life very simple, Abhijeet. I do three things. I’m an entrepreneur. I started more than half a dozen companies. They are all in various stages except one that is in the graveyard. But other than that, a couple of them that got sold and the remaining ones are happily running in USA and India. That is, uh, two geographies that are operating. And then I’m an author. I’ve written 18 books. My first book was published when I was 13 years old. So I’ll date myself by saying that I’ve been writing for 30 plus years. Right? And then when I, I’m working on a 36 book series called Think Books, books that’ll make people think. And then lastly, I’m a teacher. I love to teach and’ve taught over 1400 entrepreneurs on how to bring their ideas to life. And everything that I do is surrounding these three things. My hobbies, I create what are called Napkin Sites, insights that can put on a paper napkin, like create thank you cards, postcards with the cool messages to thank people. And I’ve created the playing cards, which has stories in 50 words each. Uh, I keep doing some cool creative things to keep my brain engaged.

Career Nation: Wow. Is there something that you don’t do? Rajesh. Uh, that’s a lot of things. And so I’m curious about your career path. Um, I know you started as an engineer and uh, you were an engineer at sort of building technology, etc, and then you moved on from being an engineer to becoming an entrepreneur. You’re an author, you’re also a teacher and a mentor to so many people. How did you, or why did you choose this particular career path. I mean you could’ve been an engineer in Silicon Valley is like sort of the badge of honor, right? Which is the thing to do and you’ve kind of weired off that path to sort of a path that’s less beaten to those paths. So what was sort of your thinking, your approach? What, um, what led you to this path?

Rajesh Setty: Actually, the real question is why didn’t the path chose me is the real question. Because I never chose anything most of my life I never made any major choices. But whatever came along Abhijeet, I would embrace it with full passion. So that’s how I think about it. When I come into this day, I don’t know what will come into the coming my way, what God has in store for me, but whatever it is, I embrace it with full passion. So here’s what happened. When I was in, uh, about nine years old, I’ve read 700 books, most of them were useless books according to my mom, they were murder mystery, thrillers, treasure hunt-kind of books. But then at nine, I thought the, Hey, I’m playing this game that I know exactly what happens in this story. And most of the time we turned out to be wrong.

Rajesh Setty: It was something else would happen and it would frustrate the hell out of me. I said, you know what? If I write my own novel, I can decide what the characters will do. I can make, I can make the treasurer to be in some place. I can make somebody that killer. I can make some really the right guy, good guy. I choose. So that kind of a, uh, autonomy was what I liked. So, but at the time I was 10, I had written a 200 page book and then the madness started after that because then I taught, okay, how many people will write a 200 page book? I think I’ll get a red carpet welcome. I start pitching to publishers. So, and I started pitching and I was getting rejected faster than I was pitching. I don’t know which was, which was happening first. But, you know, when you are young, you can take rejections in abundance, right.

Rajesh Setty: So by the time I was 13 and a half, I got rejected 159 times the 160th time was magic. Yeah. Publisher said, I’m going to publish this. How much do you want? And then that was a question I was not prepared to answer because I never thought it’ll happen anytime soon. So I told him a hundred rupees. He got the shock of his life. But those who don’t know what is 100 rupees, it is $1 50 cents or something like that. It is. So that was a journey where I was awarded as the youngest writer of Karnataka state and magic started happening after that, people who didn’t believe me suddenly started believing me. And one of them was a editor in the local newspaper. They said that jokingly or seriously? I don’t know. He said, do you want to come and work for us, part time? So that was my very first job working as a newspaper journalist for a local newspaper.

Rajesh Setty: Over 4 years I wrote about 400 articles. Granted, not all of them are published because I used to write almost every day. And then the first six months I had mostly crap because I don’t think they were worthy of publishing. But I learned the art the hard way. And I learned some two life skills in the journalism days, Abhijeet. One is to notice and observe things that others don’t notice easily. Because as a journalist you have to find an angle and then for that your observing skills have to be really, really sharp. So that’s one thing. Second is the story itself. Everything that in life is about stories. So I learned the art of noticing and the art of storytelling and the art of, uh, communicating a message to people, that you may not ever see in person. All those things played a role in what I do even today.

Rajesh Setty: And then, uh, you know, by the time I was 17, I got six books published in my name. Then my mom got very dead that I’ll become a writer. So, and then she gave me three choices. Choice number one, engineer, number two, doctor, choice number three loser. She said, you have to pick. You come from India too. So you know, that when children don’t become engineers or doctor mom’ will think they are a failure. So I chose to be an engineer. Uh, and then, I love my mom, so I did extremely well. I didn’t want to ever feel that I am choosing engineering because she wanted me to choose. I finished my education in flying colors. So I was good in education. I was good in writing. So I thought, Hey, what else is there? I should start a company immediately. So, and then I convinced two more people, who are my classmates to start a company.

Rajesh Setty: It was a disaster will be an understatement because it was like two blind people leading the third blank person saying, you know, let’s do this. And we actually didn’t know what we didn’t know. So it was a total disaster, but it was not like a death by a gunshot, like a death by a thousand cuts. Because every time I wanted to give up, people would say, hey Raj, you wrote a book when you was 13 years old, you should not give up. You will figure it out. You know, just not give up. And I’m almost giving up because I don’t know what the hell I’ve been doing, but I kind of give up because everybody around are telling, you’re so smart, in you got state rank and engineering and 10th standard and all, you can’t give up. So, but obviously after some time you run out of money and an order of support, we had to give up.

Rajesh Setty: We shut down the company. And, uh, uh, I learned another major lesson Abhijeet, which is entrepreneurship is a team sport. What I was good at were solo sports – writing and education is pretty much a solo sport with some teammates, involved. But entrepreneurship is a hundred percent team sport. So just because you’re good at solo sports, suddenly you cannot automatically become good at a team sport. So that education came to me with a very heavy price and uh, uh, it was good that I knew it and that also motivated me to build a lot of relationships, but they played a team sport. Actually. I would rather become good at building relationships with that. I have teams all over the world. So long story short, we gave up on that and then I joined Citibank, which was called Citicorp Information Technologies Industries Ltd. called CITIL.

Rajesh Setty: So part of Citi bank, 18 months, I was there as a programmer. I worked on many markets foreign exchange and everything. Then I got a job as a, uh, as a program manager in a company in Malaysia. So I won’t go into all the details that became the CEO who was supposed to come over and take all the division was not there as I was drafted as the interim CEO because nobody else was there to take over. And six months later the interim was got dropped and I become the CEO of the division. Oh wow. So I lived in Singapore, Malaysia and a little bit in France. I came here in 1997 and then I worked for some, a couple of consulting companies. Since 2000 I’ve been starting my own companies one after the other. Uh, and that’s the life’s journey.

Career Nation: Wow. That’s incredible, Rajesh and you know, there’s so many nuggets there that I would love to unpack.

Career Nation: One of them is this story around persistence that you were rejected 159 times, but then the 160th time was magic. Um, and I wanted to continue down this path of persistence and talk about smart people who are stuck and, uh, what I want, what I mean by that is it smart people who, who, whose real potential is, it’s unbelievable. Right? If you really look at their skills, their experience, their competencies, they could be rock stars but they’re not. And you and I have met many such people in our lives and especially when I coach people, I see a lot of potential but I don’t see that potential translated into results. And um, I think, and feel free to correct me, but persistence could be one of those things that could help people sort of break through. Um, what, what do you think is preventing smart people from being successful? Because smartness doesn’t translate into success but it needs something. What is that something?

Rajesh Setty: There are so many ways we can go, right? Because remember I studied this phenomenon for six and a half years. Only one question I wanted to answer and got stuck royally there. It is why smart people get stuck? And the person who is researching you stuck trying to find out why smart people get stuck there. There is some meta-thinking that. But I found out several things. It’s part of my book called Smart But Stuck, but I’ll give you some, some things here. So there are several blind spots smart people have, which is when they get stuck, they want to get unstuck very quickly. Without even taking the time to know why they’re stuck. So what happens is because they are building their identity that they’re smart around people and they don’t, they never want to feel that they’re stuck and they want, they don’t want to be exposed saying, Hey, if I am so smart I should not be stuck.

Rajesh Setty:  I should get unstuck very quickly. But sometimes to move fast, you’ve to slowdown. So you would rather go slow and find out why you are really stuck. Then trying to figure out when quick fix. Let me get unstuck, whatever way quick do it for possible. That’s one of the reasons why they stay stuck long enough because they want to get out of it very quickly without thinking. Why they are actually stuck. Second blind spot they have is they’re trying to do too much, too many things on their own because they can. And actually they really can because they have the capability. But what is against them is time because they have 24 hours just like everybody else. And if they over subscribe to things because they’re so smart, then they lose time. Well third thing is not everybody is good at asking for help. They have a feeling that if they ask for help, then little bit weaker than the other person.

Rajesh Setty:  And in reality, what I have found Abhijeet is that, one of the predetermined factor for success is do you have an over supply of good help to take you through to your destination? And for that to happen, you should have been part of the help to many people in their journey to their goals. So people don’t realize that they will get an over supply of good help if they were part of the over supply of good help to other people in the past. It’s the law of karma takes over there. So all these things come together and one after the other, it comes like a Blitzkrieg of, uh, blind spots. Oh, coming from all over the place and a persistence matters. And, uh, the staying power matters because my favorite thing that I say is if you stay long enough on the course, you will find the problem for your solution. Because smart people have a lot of solutions. They don’t take the time to find what problem does it solve.

Rajesh Setty: That is so true. It’s like a hammer looking for a nail. I have a comment. So it has been used, the statement has been viewed, used as a negative thing, for a long time. I use it in a positive way as if I have a Hamlet, I will always look for a nail. I say if you learn the art of storytelling and you have a hammer to tell the story and show people the nail in their problem, then you can say, I have a hammer to put the nail. Yeah. That’s the other way to do it. Which is to find the problem to solve. Exactly. Um, and you have a certain person, they have a certain strength, certain competency that’s the hammer. And you’ve to figure out which nail should I hit. Exactly. A problem can I solve. Yeah. Because all we have is all we have, isn’t it?

Rajesh Setty: If you have a hammer, you cannot say, Oh I should need a wrench or a screwdriver. Although I do have a hammer. I’m sure that enough nail problems to be starred. You just have to tell a story big enough that uh, you know, you will find the nail. I’ll give an example. You might have heard of this person called Frederick Heron, he is a speaker, coach and everything. I met them a few years ago in Singapore and he gave me one thing. He was giving me some advice on many things and one of the things really, uh, resonated with me is why he spoke about creativity and one topic alone, he does not speak about anything else. Shall I share it with you? Yeah, absolutely. So he said he makes a few million dollars a year speaking only, only on one topic. It’s like Frederick’s hammer, isn’t it? And then it says, he goes to a company, and says, you know, what is the biggest challenge that you have?

Rajesh Setty: A lot of sales that aren’t growing fast enough. Okay. Do you think if the sales people are a little bit creative, they solve the problem? Yeah. That should be good. Okay. I have, I have a talk that I have. It’s creativity for sales people and then supposedly I’d say that of course the answer to the question was the leadership is not strong enough. Now you’ve already guessed. If leaders that create a little bit more creative, do you think it’ll help? I have a talk, a creativity for leaders. The only place it does not work is our accounting people have a problem.

Rajesh Setty: Yeah. You didn’t want to get accounting people to be more creative for sure. That’s the only thing. But except for that, he has a hammer and he will find the nail, hit the customers, uh, situation and say, I can hit the nail on the head right on the head. So many times. The reason I’m talking more about that is many times people start thinking, Oh my God, I have a hammer. I should not look for the nail everywhere I say, you have a hammer, look for the nail. Wherever there is money and hit it on the head. So rather than looking for things that they don’t have, I’m always a big proponent of what are you doing with the things that you already have. Forget about looking for things that you don’t have. There is so much that you already bring to the table. Let’s make the most out of it.

Career Nation: I totally agree. And you know, um, because of this proliferation of technologies and devices, it has become easier to find nails. In other words, problems to solve. It’s become easier to build your network, reach out to people and figure out if they have the problem that you are trying to solve. And that way you can figure out and identify opportunities where you can participate and create value.

Rajesh Setty: That is the level one. I’ll also tell you the level two, it’s a kind of term called Hunger Engineering. So if you want to sell something to eat, you’ve to engineer the hunger in someone and say, I want to eat that. So if you have a hammer and you want to create, find a nail, you can either find it with your snooping skills or spice skills or, you can start telling stories that will engineer the hunger to save people. I have a nail problem. I never knew that I had a nail problem. I do. Thank you so much for letting me know. Now can you please bring your hammers so that you can hit the nail on the head? Like that.

Career Nation: Wow. I like it. Hunger engineering. Um, is this being used a lot in sort of digital marketing these days? Especially when I’m like both B to B, B to C because you, I mean I see a lot of folks, especially from a marketing standpoint um, paint the picture about what are the challenges, opportunities in a particular space. Um, and then they can, we can talk about this solution et cetera. Is that part of hunger engineering as well?

Rajesh Setty: People who are masters at it, they’re doing it Abhijeet without even putting a name for it cause they are to amplify the problem at hand and make them aware that they have a problem before you can sell a solution to them, right? If you are a master at crafting the problem statement, half your job is done because now you know there is hunger for that solution for that problem and then then you come to the positioning exercise where you say my solution is the best fit for the problem that

Career Nation: you are, you’re the Hunger to solve. I love it. Um, I want to take that angle a little bit more in terms of that sort of the hammer angle and want to talk about self awareness for a bit. You know, how do I know that I have a hammer? Is there a way I can become more self aware? Yes. Um, how, how do I go about becoming more self aware?

Rajesh Setty: There are many ways and there are seven ways. I’ll send the link to a blog post I wrote so that we can put it in the show notes. Tell you the seventh way is the most important way. First of all, why is that there is a self awareness problem. Let’s talk about it first. Why is that I don’t know what my hammer is. It’s because when they have a strength, which is really, really super power, it becomes invisible to you because you do it slowly.

Career Nation: So say that again one more time Rajesh. When you have a super power, it is invisible to you, why is that?

Rajesh Setty: Because it’s so easy for you. It’s common sense. Like say let’s say thyou’re really good at negotiating. Just because you’ve done it so many times, it becomes easy for you. You’ll see things that others don’t. Call that phenomenon, out-see was one of my new books that will come up. Like if you want to outperform your have to out-think, if you want to out-think, you’ve to out-see. You’ve to see more things than what other person is doing in the world of negotiation let’s say, that’s your superpower. You can see things that the other persons don’t. But you’re not saying, Oh my God, I’m so school. I can see things. You are just seeing it. So you don’t think that it’s a big thing? In fact, we were surprised that other peoples don’t see it. And then maybe we’ll think it’s so common sense. You are so plain and simple.

Rajesh Setty: So when it becomes invisible to you, you stop growing it because you’re not nurturing it, because you’re not aware of it. How will you become aware of it? Like I said, there are seven ways, including having good mentors. Mentors is one of the ways. The real way is this. You start observing and noticing the requests that are coming to you for help. When the stakes for those requests are high, it’s very important to know that the stakes are high. Why? Because people are not very thoughtful and making the requests. Most of them make requests because they’re lazy. They make it, the request because it’s convenient for them. It says somebody wants you to drop your top, drop them at the airport and say, Oh, Abhijeet, you’re going there. Are you going towards there, so can you drop me? So when in fact they can take an Uber or, some lift or something.

Rajesh Setty: Right. Of course if they are your friend, you’ll drop them but the stakes are not very high for that because if you don’t drop them, it’s not like they’re in a stranded. They will. That’s right, they have an option. They have an option, but let’s say they are negotiating a big $2 million deal and they come to you for help. Then the stakes are very high because if you give them bad help, a not so good help, then they will shave off a hundred, $200,000 in the deal because the good help could’ve given them an edge, bad help would give them a negative edge. There is word like that, so when the stakes are high and you start noticing those requests, then you know

Rajesh Setty: what the world sees you as your strength because as human it may be invisible to you, but guess what? Those superpowers are very visible to your network. Otherwise they won’t come to you asking for that help. In fact, if you a bad negotiator, think what happens. They may negotiate a deal and they know that you’re a bad negotiator, you will become a competitive disadvantage for them. If they take you along, they won’t do it. So noticing requests that are coming your way, where the stakes are high for those requests, that is one way become to become self aware of what your true stance and two superpowers are. In other words, what you are hammer is.

Career Nation: That is so true. And I’m, I’m, I really like this idea of, you know, becoming more aware of the requests that are coming in when the stakes are high and that’s how you do go through sort of more self discovery and started to figure out what is the hammer. Now, speaking of hammers, Rajesh, um, I think you have many hammers. Um, one of the hammers was these sort of these insights that you have, which are for you, it may be simple. Um, and I’m talking about Napkin Sites and ThinkBook, which was the product that you had just recently launched. Um, it may be simple for you but it is super insightful for others. And I really want to get your, get the backstory on this like sort of the Napkin Sites and then you as put that together in a book and um, I’ll, I’ll send a separate link out for the book because it’s not a book, it’s not a journal. It’s the way to think. And in this new economy we are rewarded not just based on actions but based on thoughts. I mean thoughts, innovation, concepts. Those are the things for which we get highly rewarded, highly compensated and ThinkBook. It’s, it’s a tool to basically sharpen that, sharpen how you think, how you conceptualize, et cetera.

Career Nation: What was the Genesis of this book, of this ThinkBook? Because when I say ThinkBook maybe first I think of, and then when actually saw the product it was like this is unbelievable and why didn’t someone else come up with this? But then I linked it back to Napkin Sights and it all started to make sense and I would love to sort of get the, get the skinny on this one, Rajesh because this is, this is special.

Rajesh Setty: Yeah, definitely. In fact that there is a lesson here that once I say it to you, you would say oh it makes a lot of sense, which is many times for something to happen, Abhijeet, we always think there should be a triggering point. In reality that are multiple triggering points with multiple things happening. They all have to come together. It’s like three or four rivers coming together and the meeting point of those rivers. That is what happened in this case. So what happened was remember when I was 13 to 17 I was a, I was a generalist and then I started noticing and observing things that other don’t, because for me there was, it was my job requirement that I find a story angle, isn’t it? So that one thing that all of that was always there is I can notice things that most people don’t because they’re so busy with the other one Facebook or whatever it is that they’re doing.

Rajesh Setty: That is item number one. Item number two is, years ago I had a medical situation which was, which almost knocked off my ability to write. And then I used to go to the doctor and said, you know, um, it’s writing is a problem. And they said, okay, Raj I think you can give up on your writing. Now you can just find a voice record or something because there are tools there. But you know, I insist that you next time when you come and see me, I want you to show me a few pages that you are handwritten and then you put the dates on the pages. You know, as I said, I know that you are not bringing some old stuff. So and then like it was really difficult for me and then to write an napkin site, which is only a few words, it took me 15 to 20 minutes.

Rajesh Setty: And then I said, if I’m spending all this time I want, I don’t want to right Jack and Jill went up the Hill. Because it’s a useless thing to do. I said, let me think, what should I do? And you know, I had this meditation and yoga practice that I do every single day. So every day, once I finished my meditation, I would just close my eyes and think what’s coming to me. And then I would write for 15, 20 minutes and it would create one napkin site after that. And then I would say, now that I have it, why don’t I post it on Facebook using a camera on the phone and posted it on Facebook. And then a friend of mine who was really amazing designer he said, uh, I only met him three times. His name is Ming. And Ming said, do you want me to visualize this, I won’t charge you a lot of money, but I want to help. So now Facebook becomes a transport mechanism, fire transport mechanism to Ming. So, uh, for now it was all going on because I had no business

Rajesh Setty: idea on this. It is just going on. And then after about 15, 20 of this, uh, one of my friend called Chris who was making a conference. He Said, hey, these are, these are insights that can fit on a napkin. You know, what are you calling them? I said, I’m not calling them anything because I had not thought of making a business out of it, so he said, why don’t we call it Napkin Sights, insights on a napkin and then the the URL is available. You should book it. I booked it because again, all these things are happening without any goal or destination in mind and my goal was to reach a hundred napkins. It’s all my goal was because it takes me a lot of time and then I started getting a small following, very tiny following. People would say if I don’t post it, for a while, people, some people would email me and saying, what happened to those Napkin Sites?

Rajesh Setty: And then when we get that kind of positive reinforcement, we’ll say it’s good that I’m reaching my goal. You know what happened? When it reached 100, something happened. I had two more things to say and it became 102 so now it’s an odd number. I said, no, I cannot stop. I think I should go to 200 right? Because I can’t leave it at 102. It’s not even a hundred or it’s not 150. Something is wrong. So i reset my goal to, let’s make it 200. And uh, it kept going and going and every time I reach the number 100, 200, 300, I would overstep it a little bit and then I cannot leave it in an odd number. Finally, now I have 2046 as of today. That’s credible Rajesh. Along the way. Uh, I was designing something in Notebook. One of my friends said, why don’t we put this napkin site interspersed in this notebook?

Rajesh Setty: And then that became a ThinkBook. And as I was designing it, uh, you know, my friend Michelle from Mind Valley, you said this would be a great book to give away in the Mind Valley conference. And uh, my, my, no interest in creating one anytime soon. I was just designing it because there was a a friend who wanted to give this away at a conference. I fast-tracked it and became the first ThinkBook. So the journey is, is to get them many, many eh, things that have happened in the past. And the whole Napkin Site is a play on words. Where did that come from? 2002 I joined a course called Business Professional course, which is actually a linguistic philosophy course. I was there in that course for seven and a half years. The whole course was about, your words will create your worlds. So I became a really good student of language and play on words. So if you think about it, my journalism base, my medical situation, the inspiration from friends as well as the, the love for the language and the words, all of them came together and now it looks like magic. It was the elements of that magic were happening over the over decades. Good there.

Career Nation: Yeah, I mean all of those incidents, all of those skills,

Career Nation: of those milestones, all of those things compound over a period of time. And it gives, they give you results that you know, you may not have expected. And it basically creates a lot more upside over a period of time. And again, going back to persistence, um, if you persist long enough and you, once you have a hundred, you go to 102, if you have 300, you go to 302 and then you get to the next milestone, you keep doing it. It just creates the kind of momentum that, um, you may not have believed in and when you just started out, and quite frankly, it sometimes things like these are not just a momentum or a brand but become a movement. And I think Napkin Sites is sort of in that category, which is a movement. People can share it, people can talk about it, people can put, put up in their offices.

Career Nation: And uh, you know, now it’s in the form of a book and I’ll drop the link in the notes here. And it’s a phenomenal book for anyone who is a creator who is a thinker who likes to bring in innovation, new concepts into her team or his team. It’s a, it’s like a Swiss army knife that you should have. And by the way, you can do anything with it and you can be totally creative and you can build a whole stack of concepts on top of the ThinkBook. So I would love to, um, I’d love to do that. Um, after, after we published the show. Rajesh, thanks so much for those insights. I really wanted to get it into a little bit more of you and your personality. So I wanted to play, we played this game on the show called favorites and we basically ask you a favorite thing and you have to tell us what is that thing and why is that thing your favorite? Are you ready, Rajesh?

Rajesh Setty:  I’m always ready. But I’ll phrase it with something. Yes. Suppose let’s say I asked you, Abhijeet what makes you happy. Don’t answer that question because the moment you answer that question, it’s a trap because nothing should make you happy because it’s happiness is a default state that you don’t want something to make you happy. In fact, the answer should be, you know, if you ask me the question what makes you unhappy, I’ll find some things. But I am already happy. There is nothing made to make me happy. So I am saying this is when we look for favorites. I have so many favorites. I pick one because it’s good for the show, but I am either, I have only two states. I am either excited or very excited. Like the conversation with you is my favorite thing because that’s happening now and we both have a relationship for years. So as much as you are looking forward to the conversation, I was looking forward to the conversation because I don’t know what will come out of it but I know some magic will happen.

Career Nation: That is a brilliant way to start the favorites conversation. Um, and it’s actually deep and insightful as always. Rajesh, thank you again for sharing that. Happiness is a default state. It’s not something that makes you happy. It’s not a trigger point. It’s a default state. You have to be always happy.

Rajesh Setty:  And then remember that what is against you, Abhijeet is the, in the world of advertisements, what is the standard method to advertise something? They’ve to show that if we don’t have that something the life is a mess, let’s say it’s a vacuum cleaner. How will they show that vacuum cleaner advertisement? They will show that the house is messy, it’s dark. It is stuff everywhere. And then voila, that vacuum cleaner appears. Suddenly everything is bright and then you lose the magic wand and then everything is spic and span clean. So what are they trying to say? That your life is incomplete without this whatever vacuum cleaner they’re selling and then if you have it, suddenly you are happy? That is one way. Second way is the social media. If you don’t, um, if you’re not fullly thoughtful about this, what will, what are people posting on social media?

Rajesh Setty: Their happy moments, not their 24 hours a day. They’re not livestreaming. They’re just picking and choosing things that are good and exciting for them. It is an exception, not a rule. It’s not like 24 hours in a day. They’re meeting some cool people, they’re are having a party, they are also making their bed. They’re also cleaning the vessels. Then also doing the dishes. Everything is happening but they don’t post that on social media. So if you’re not very thoughtful, you’ll think, Oh my God, look at me. This vacuum cleaner is not that I’m unhappy, but look at everybody in the world. They seem to be always have their vacation. They got a new home. There is a new baby, something is wrong with me. Oh my god, why are you targeting me? I should also be happy. So you can become, it can become a super messy thing. It can mess with your mind. So you have to take every information that is coming your way with some thoughtfulness. What is it actually saying?

Career Nation: I love it. Maybe Rajesh next time I should post a picture of me doing dishes. I think that would be most appropriate.

Rajesh Setty: You know, it’s one of those things that I read in a book, Abhijeet called Click, have you read it?

Career Nation: I’ve heard about it. I’ve not read it yet. Yes.

Rajesh Setty: So it’s a really small book Abhjeet and you’ll finish it in one hour. It’s two brothers, Ori and Rom Brafman. Uh, I believe they’re in San Francisco, if I’m not mistaken, I read it a while ago because one of my friends gifted it to me and the book was about why some people instantly connect and why most people don’t. And there are several characteristics and one of the characteristics, bright and bold, is vulnerability that somebody who can expose who the really are and be vulnerable. Suddenly they get closer to the other person if they also express vulnerability because they are now two human beings talking with each other. When you post it in ways of doing dishes, you’re just being vulnerable, you are just showing that you are also a human being. It’s not like somewhere you are doing something that nobody else in the house does isn’t it? Nobody else is posting it. So the more there are two things, you’ve to be comfortable with who you are. And you have to be extremely comfortable when people show who they are and you’ve to behave in a way that they know that you are comfortable with them being who they really are. If you do that, you become instantly connected to the person because it’s two human beings, two souls talking, not the masks pretending to talk. Does it makes sense?

Career Nation: It makes a ton of sense. You know, Career Nation, Rajesh, he’s dropping value bombs after value bombs and this is happening even before we get into the favorites part. Um, that’s part of the reason why I like, um, talking to Rajesh and always uh, treasured his mentor-ship. Um, let’s get into the favorites part. And um, the first question Rajesh, is your favorite app.

Rajesh Setty: My favorite app is a mind mapping tool that use called MindMeister and uh, only because it’s so simple to use but easy. And then my mind thinks in like a mind map kind of things. So I always think where does it go, their relationships, their interests, everything is like a mind map, like a transits or things. And I tried many, many tools like a CRM kind of tool. But the way my mind thinks it is all very going all over the place and mind map captures it brilliantly.

Career Nation: Oh that’s wonderful. So Rajesh, just double clicking on that one. How do you use a mind map? Do you use that to um, let’s say think about a new project like conceptualize or sort of ideation. Um, do you use that to plan a project or do you use that for um, you know, developing something new along? Like let’s say it’s a new partnership that you’re developing. Like how do, how do you use?

Rajesh Setty:  I use it for two things, Abhijeet. One is for projects so that I can start thinking in a project, let’s say a new startup that I’m doing for of my existing startup. Then I can say, you know, what are the partnerships that should be there. Then I put that branch there, then each partnership I can say, you know, why should they care about, so you can keep evolving it. What is the value proposition? So there is a so many elements for a project for the way I use it more frequently and more powerfully for people. Because people I have interests, I want to know what they care about. So when I meet you, for example, I have a mind map for you. I know that Career Nation is important so before I meet with you next, I look at your mind map, I get in one five 10 seconds I get a full picture of you so that I know what you care about and during the conversation my goal is to bring some value to things that you care about because that is good for both of us and that is good for me when selfishly because I get to apply for what is called a translation from an abstract to specific.

Rajesh Setty: So if I read, I read about one book a week, it’s all abstract knowledge but it’s useless to you if I say things without contextualizing to your specific needs. The one of the fundamental skills that people should develop is the fast translation from abstract to specific at a moment’s notice. So that is where the value gets created. There is abstract knowledge, that is specific situation. We translate abstract knowledge to specific situation. You create value. When you do that you become a positive possibility in the future they are creating for themselves. And for me to become a master at it, I have to do it more and more and more. So every meeting I use my skill to translate abstract a specific and create value. The more I do it, the more I become better at it and it becomes effortless after some time.

Career Nation: I love it. So going from like ideating on a project and then going from abstract to specific, I love those use cases because then we can use mind maps to get that context, figure out and also maybe collaborate with others. And uh, quite frankly I think you’ve said it right, which is in some ways it could be better or even sort of complimentary to our CRM system. If a sales guy is sitting there and they have a mind map created for a particular customer or customer account, they can figure out that, Hey, this is the context for the customer. These are the top care abouts. Um, there could be really interesting ways to apply mind maps to sort of a business environment as well.

Rajesh Setty: It’s pretty cool. 100% Abhijeet. In fact, the people try to remember somebody’s birthdays and anniversaries and all those things. It’s a, it’s almost, there is so much of fakeness in it. It’s almost like silly when it happens that way. But if you truly care about what they care about, you will do something that will move the needle in a measurable way, when that help is given. Something will happen that people would say that is progress made. It’s not, uh, like, uh, it’s not any, nothing fake in it. Plus it is not something, it’s a feel good thing, but it’s a real progresses happening. So for that to happen, you need to know what they cared about. And mind map is a great way to capture what people care about.

Career Nation: Outstanding. Rajesh, let’s move to the next favorites category. Do you have a favorite quote, something you live by or something that you’d like to see on the top of a billboard?

Rajesh Setty: Yeah, there are two of them. Uh, first I’ll tell you a person that I really admire. He is no more. Uh, unfortunately we lost him. His name was Jim Rohn and uh, he, when I met him, uh, in a conference you gave me one quote and I have lived by it since the day I heard it. It is called, ‘every disciplined effort has multiple reward’ and the, what is the, the focus immediately becomes, you know, whatever I’m doing, I should do it with discipline because there are multiple divides coming, right?

Career Nation: Wow, that’s deep and super insightful.

Rajesh Setty: Yeah.

Career Nation: And Jim Rohn is a legend. He is. Um, he’s trained so many people and I think you are super fortunate

Rajesh Setty: to have actually met him and attended. Um, some of his teachings. Oh, the meeting was like 15 seconds Abhijeet. So share that meeting like I was one of the many people who was getting his book signed but I got my 15 minutes of a brilliance with him and other quote is what I came up with and then it helps me tremendously. Uh, it’s called ‘I am here. Where next?’. And what is, what is it saying is it’s always there with me. I carry it. I am here, puts me in the mood of acceptance, whatever happens. However I got here, I’m here talking to you. I have to accept it. Not over-analyze anything first is mode of acceptance. Second question, second part where next. It is a mode of wonder because there are multiple possible, now that I’m here, the possibilities are endless and I have to situate myself in the mode of wonder to crack those journeys in the new possibilities. I am here mode of acceptance, where next mode of wonder. Two modes, extremely powerful in combination.

Career Nation: You know, that is such an important and also a useful tool just so that

Career Nation: we can center ourselves. I mean we are always running is back to back meetings. We’ve got devices, we’ve got so many distractions. By the way it Raj, the distractions don’t seem to reduce everyday. They only seem to go up and when in that in that mode that you just mentioned, I’m here and where next I’m here is a great way to center ourselves, put the focus back and really make sure that we understand our environment and we accepted and then we know sort of we are in the know and then where next is it just kind of opens up so many possibilities that you can take your relationship to to the next level, your business to the next level, your career to the next level and so many opportunities and possibilities that you may not have even thought about and where next. That question Mark that question Mark is so powerful because you’re really asking yourself that question. You’re also asking the environment that question where next, where do you want to take me? And it kind of combines your personal wonder with the serendipity of there could be so many opportunities out there that you can take advantage of and be a part of.

Rajesh Setty: That is so true Abhijeet. Being present is the hardest thing for many people to do. I have a trick to…

Career Nation: Oh, including myself, but keep going…

Rajesh Setty: I have a small hack for it. Shall I share it with you?

Career Nation: Please, please. I’m all ears.

Rajesh Setty: If you put yourself in a mode where you say, I’m having this meeting, it is my responsibility and my duty to give unlimited access to my limited brain to Abhijeet. Then I’ll be in a mode of, um, peace. Where I know that I’m present. Why? It is my duty and responsibility to give unlimited access to my limited brain now and here and earlier I wanted to say something like this. I wanted to give unlimited access to my limited edition brain, but then I thought, I wish I was still a long way to go. Slowly I may never get there, but now it’s unlimited access to my limited brain.

Career Nation: Okay, that’s great. And it comes from a place of generosity and um, you know, generosity. And I want to touch upon the generosity and we’ll get back to the favorites part, but I think you have a, you coined a term, it’s called the Practical Generosity Quotient.

Rajesh Setty: Yes.

Career Nation: Can you like what is this? What, what, what do you mean by that? Like how, how can, how can I or anybody else use the Practical Generosity Quotient?

Rajesh Setty: Uh, I’ll give you a little bit of background and I’ll tell you what it is. So suppose I ask her when I teach young people, always ask them if there was one skill that you need to develop that will give an ultimate competitive advantage for the rest of your life, what is it? And people give its about leadership, its about taking initiative to getting things done. Not enough good answers. And there are no wrong answers. People are smart. They, they don’t give any stupid answers. But in my opinion, the answer is this. Your ability to give meaningful gifts at scale the very low incremental costs. So let me repeat it. Your ability to give meaningful gifts at scale at a very low incremental cost to you. So for that to happen, there are so many good things that have to come around because to give a meaningful gift, you should know one that that person cares about.

Rajesh Setty: Otherwise, how will it be meaningful? You should listen to them. Otherwise, how will you know what they care about? So knowing what they cared about and listening are already good skills. Cascades into this. At scale, which means you should be able to do it at will. It’s to lots and lots of people. That means you should learn the art of communicating and learn the art of storytelling. You’ll see how other skills that are coming into the picture. And at a very low incremental cost to you for that to happen the meaningful give test to be given in an area which is your super power. Otherwise the cost will be very high. For that to happen you need to know what is your superpower, which means you should know what is your strength. That one sentence I pack a lot of things that people are to do but make it look like, you know, just start to do one thing and that is a another trap here you, because people are smart, they can give some gift, some random gift and say, you know, my job is done.

Rajesh Setty: I gave him meaningful gift, I send art. Not yet. If you give a truly meaningful gift, the recipient will miss you in their past, which means that you know. If I ask you Abhijeet, do you know all your teachers from kindergarten to master’s degree? You’ll say no. If I say do you know some of them? You’ll always say yes. In fact, there was a Toastmasters event where one girls trying to put, I know every single teacher., Every one of them said names that I know everything. So there are exceptions that are, people who remember things and most of them don’t. But they remember some of them, of the, some of them they fall into two categories. One. Those teachers were very bad, which means they set the standards for the lowest level of teaching and they were so bad that they became memorable or they were so good.

Rajesh Setty: In fact, they were so good that you attribute a lot of who you become, to their teachings and experiences that they created for you. Those are the people you will miss them in your past. You will say, that teacher made my life. I wish I met the teacher five years before I met. We extended to when they give a meaningful gift, if it is so profound that you say what a gift. I wish I met this person a few years ago so how would we do it practically that’s where the practicals and also the question comes in. The PGQ is the ratio of the capacity you added to the capacity it was needed by the person who is pursuing something meaningful and impactful in in their world. Like a, if somebody was wanting to start a company, there is a bunch of capacity that they need.

Rajesh Setty: How much of what they need did you add. That is your relationship. If you just said, Oh, you are starting a company, you should read this book, it’s called a Startup, blah, blah, blah, and then you can find it on Amazon, then that is almost a meaningless thing. That PGQ will be 0.1. One, because we just have to put some numbers in there. Otherwise it’s really zero. But if you say something like, you know, let me help you think through the business models, the pricing, the business plan, and a bunch of things that they don’t know and make some connections to some investors or cofounders of something, then the PGQ could get to 60-70. I have found that when the PGQ cross a 60 or 70 the power of reciprocation kicks in as people will say, is there anything can do for you? Because you have been so helpful. And if you have a to do this on and on and on and on, like you have what I call it, reservoir of reciprocation, you and over-supply of good help waiting to be tapped into at a moment’s notice whenever you push a button. And that is real competitive advantage.

Career Nation: I love it. And that basically becomes the key to unlock so many opportunities going forward. That’s brilliant. Rajesh again. How about we talk about another favorite topic this time. It’s your favorite book. Now this isn’t going to be difficult for you, partly because you’ve authored some really, really great books and not only great but useful books. And I’ve read so many over the years of Beaton and so many others over the years. So what is your favorite book?

Rajesh Setty: You know, earlier I used to, uh, answered saying that, Hey, well it looks that like my children, everything is their favorite book and it’s like this traditional way. Anybody else? You learn onset. But then I said, you know, if I have to rank order some things, then I should be able to do it because it cannot be all equal. Right. So my upcoming book called Smart but Stuck is my favorite book because first of all, I got royally stuck writing that book. Right. That’s ironical. Yeah. So, uh, and I, because of that book, I studied a lot of things. I became self-aware and then there are, about 15-20 ways people get stuck. And if somebody reads the book and they either will find something that they’re getting stuck or they’ll find something that somebody that they love is getting stuck and then there is always something that they can take away from the book because I’m always big on the return on investment for an interaction.

Rajesh Setty: That is why I’m very big on it. Which means people are talking with return on investment for money, I talk about ROII which is the return on investment for an interaction. When somebody buys this book, 25 30 bucks. They are giving me the most precious asset, which is their attention. They could have been a reading, another book, they could have been watching movie they would could have been in Disneyland. They are giving attention that is so precious to them that I have to take care of it. And for that attention I have to give that return that’s really, really big. And I have a feeling that I have captured that in this book. And I also feel good about it because a lot of really amazing people came in and helped me with the book. So like I am the main actor in the book. There are a lot of, is an ensemble that came in and said, let me help you take it to the next level. So that’s my answer. Smart but Stuck.

Career Nation: I love it. I can’t wait. Um, let me know when it comes out. And um, last but not least, what’s your favorite restaurant, Rajesh?

Rajesh Setty: You know, and when it comes to restaurants or any eating places, I am very interested in places where people are happy and when they’re serving they’re, they see happiness. So, and then that is very important for me. So close to my home. There is a restaurant called Sangeeta, you might have seen it and then I go there every time the people are happy. So that’s more important for me than the quality of food. And believe it or not, if you go to a happy place, food will always be good because they bring their heart into it.

Career Nation: That’s great. I can’t wait to go to Sangeeta next.

Rajesh Setty: So shall I share one insight that people can use, put it to use immediately. Yeah please. So I have a rule called this just like no child left behind. That is a no insight left behind. So let’s say that our audience, people who are listening to the show, let’s assume that they get one insight from me, just one. The goal has to be to apply it immediately whenever possible. And there is a lot of good things will happen because they might not be in a project where they can apply it immediately, what will they do? They will look at their friends’ projects, projects that we are people care about. And just because there is a no insect left bearing rule that they agreed to, they suddenly become like Santa Clause in the real world because they are lists, they have an insight on their plate, they’re the create value and they become masters of this translation from abstract to specific because we never took a business when we’re talking, you’d still, we’re still talking obstruct things but the value never gets created in the abstract value gets created in the specific. So just keep that, I want to practice the no insight left behind rules immediately you become a Santa Claus of value creation.

Career Nation: no insight left behind. That’s fantastic. Rajesh, I don’t know how you come up with these really useful um, sort of concepts and well that’s kind of part of your brand as well because whether it’s napkin sites or these insights or concepts that are sharing, it’s, it creates value and it’s so useful. And I really want to get into, you know, you know, you come up with these concepts, but I want to get into sort of a little bit deeper in terms of how do you come up with those? Like what are some of the techniques, what are some of the habits that you’ve applied to your career over the years? Um, for example, do you have a morning routine? Um, like is there a place you sit and you come up with ideas? Um, once you have an idea for a new project or a new start up, how do you validate that idea? Like, are there certain techniques and things you’ve honed over the, over so many years that you, you’d like to share?

Rajesh Setty: Very good. And then you had so many questions that we’ll answer one by one. Let’s talk over the morning ritual. So, for a long time, uh, since 2007 when, uh, I met Sadguru, uh, um, is a big teacher in India. I know

Career Nation: Isha foundation.

Rajesh Setty: Yup. Yeah. And I, uh, I attended a program, Isha yoga program and then my teached, she’s in Canada now, her name is Namath. And then I asked her a question, at the end of this thing, you know, Namath, if I want to incorporate this ritual in my life, how many days should I do it? And then the moment I asked did I know that it was a really, really idiotic question and she looked at me like as if I was the one. Because I said, if you want to do it, throw their like what a silly question it is to ask how many days should I do it? Then I said, no, Namath I really wanted to see if it has to become my habit. How many days does it take? And she gave me this phone that are so many ways.

Rajesh Setty: People, I’ve sent it 14 days, 21 days depending on the research. Right? That is enough. Not answered, spot it, but she told me something. It’s a gift that I’ll never forget. She said, if you’re really serious about it, I have a technique, for you. It’s a hack. I said, Hey, I’m really serious about it and she probably wanted to talk to me or some things is, I don’t think you will do it, but let me try it. I said, they going to bring it on, I will do it. And she said, you practice this ritual twice a day, once in the morning, once in the afternoon. And you cannot skip for the next six months. You cannot give an excuse and uh, you cannot say bye bye I was traveling. No you cannot. And I took up the challenge and then I, I did that.

Rajesh Setty: Whether I was traveling, I would have a mat in the airport or a towel. And I would just do my yoga and meditation right there. And in 2007, as you know, it was not that hard. Yoga meditation and all of them look at me as if I’m like, what is this guy doing. Now if you’re doing it to people that are very curious, they want to know what kind of thing is that and everything? Long story short that has become my internal uh, uh, internal way how I do things. I meditate and do yoga every single day. Uh, since 2007, I skipped only two days. So I always practice it, that’s, I don’t one want to call it ritual because it has now become so much part of me, I don’t know me without pit. So that is what a, I call it reengineering your being. So rather than saying you have to incorporate a new habit, I say can you reengineer your being so that the habit is part of your being. So there is no habit because it’s you in a new way isn’t it?

Career Nation: I love it. Version two contains these new features.

Rajesh Setty: Exactly. You upgrade your software so that it’s now there is no previously, it’s not an add on. It is operating system level upgrade, but it’s there permanently and you cannot say, Oh I’m previous, version operating system with this ads and it’s already new. Previous version is gone. Right. So that’s my, if you want to do something good then you reengineer your being. So that there is something good is baked into the soul of you then there is no question of, because if you say habit ritual, it seems like work that you have to do it, but if it is part of your being, it’s not working when there’s no work to be you.

Career Nation: Great. There is no work to be you if you’re, if it’s already a part of you. Yes. Um, Rajesh you know one thing on career nation we are always interested in is as people think about their careers and the possibility of their careers and their trajectory. One question that comes up often, especially in my conversations is side hustle, which is, you know, people have their day jobs, they are working in corporate America, they’re working in a large company, medium sized company, small companies, startup, what have you. But at the same time they want to have this side hustle, which is their sort of passion project. They might be into photography, they might be a swimming instructor, they might be whatever. Right? And it’s a way for them to express themselves, but also it could be their future. It could be a future of career direction, could be their future business. Even what, what are, what are your thoughts on side hustle? Should everybody have a side hustle and what, what, how can people go about having a side hustle and at the same time sort of capitalizing on on it over a period of time.

Rajesh Setty: The, it’s a good question. What should we have a side hustle or should people not have a side hustle? So my to answer to that is only if it makes sense. Right? So for example, you’re already in a job where you are having a dreamlife and then every single moment you are wanting to bring value to it. And what you are passionate about is what you’re doing in the corporate world it says somebody is really amazing in sales. It thrives on building killer sales teams. Hmm. And that is what he wants to do. And there is no need for side hustle. Right? You could use that one time such as this, have some free time. They could use it to volunteer for something that they care about, isn’t it? Because we were good. The NGOs need amazing people. But let’s say that that is a family situation or personal situation where they cannot do exactly what they’re passionate about, but they have to pay the bills.

Rajesh Setty: They’re doing something as a stop gap alignment. They’re doing their good job, but they know that in the end, that is not their calling. And that is when they say, you know, what can the side hustle be? We thought breaking the promises I’m making to my employer. Right. It shouldn’t. It should not affect the real work because that’s a promise you may be getting paid for it. But do you know that that’s not the calling? And that’s when you start looking at the side as, as a means to an end, to the transition or during the transition to go there. Does it make sense?

Career Nation: Yeah, it makes a ton of sense. Um, and, and speaking of side hustles and speaking of hustles in general, that could be a project, right? And there could be a single project or multiple projects and Rajesh at any given point in time you have so many projects that you have running at the same time in parallel there are many trains that have believed the station on time and come to the station on time. How do you make time for your projects? I’m in, I mean if I think of you as like you’re writing books, you’re doing shows, you’re speaking and like you’re coming up with concepts and at the same time you’re running multiple startups and so how do you prioritize your time? How do you prioritize your projects and how do you, how do you think about that from a sort of concept and execution standpoint?

Rajesh Setty: I suppose there is a lot of moving parts. I agree. And then the design of this projects where I’m getting involved in some way has to blend itself into creating multiple rewards at the same time. Remember, my favorite quote is every disciplined effort has multiple rewards. Like for example, I’m writing this book Smart but Stuck. What will happen? I’ll have to meet other authors. I learned to interview them. Remember the interview. Cool, cool people and all those things. You know, my latest meeting startup is called Advisor, which is like Spotify for micro podcasts from really smart people. Yeah. Along the way, I’m writing this book, I’m meeting a bunch of smart people. What will happen? They all become experts on our ways. It now did it take double the work to get them as Ordway as their experts? I interview them for, no, it’s designed to be in such a way that it creates multiple rewards that to benefit multiple people.

Rajesh Setty: So I look at myself as a joker card. In that pack of cards, I can become a set or I can make them a sequence, but on my own I’ve learned that powerful. But as a sector, a sequence, I’m really powerful. So I’m always thinking about smart partnering. How do we get them? When I hire people, I look for three things. I call it ACE, which is autonomous, which is they don’t ask me a lot of questions. They get their job done, competent, they not only get their job done, they do it very well and E for empathetic. It means they know what the end customer of this project is, they have some empathy for that end customer. So if they are, they have the characteristics of ACE, ACE-characteristics and I have them have, I made mistakes many times, but they will get not good the next project with me because it costs me. So imagine if I have a set of people with ACE-characteristics, how easy it is to get things done.

Career Nation: I love it. Autonomous, competent and empathetic. It’s a great set of qualities to have, um, and be successful with those qualities. And B, make basically not only be autonomous and competent and empathetic that helps you with the job, but it also helps you because now you can scale up and have more leverage and other things. Hello rodesh as we wrap up here, we would love to know as career nation, what are your, what is your advice to us? All of us people working in corporate America, working on ad jobs. We want to Excel, we want to get promoted, we want to have better jobs. We want to learn new skills. There’s so many things to do. As we, as we wrap up, what are your thoughts on sort of our careers? How, how do you think we should approach it? What are the things we should be thinking about? Um, your thoughts please.

Rajesh Setty: One of the things that I always think about Abhijeet is how much does it take off you to create significant value to others? So if you think about how much of you has to come, who create a lot of value, if you can, designing their careers so that the of you is required to create enormous value, then what does happen then you unlock a powerful force of leverage, isn’t it? So the higher the leverage, higher the outcome and output and higher the premium that people will pay you in your job. For that to happen. If only a little of your to come to create a lot of value. That little of you V extremely powerful isn’t it? And that whatever is your super power, it cannot stay a super power unless you nurture it. So first is to identify your superpower. Second is to master it like nobody’s business. There is no tomorrow. If I am super power is story telling. Then take the next course on storytelling. Go to a workshop, do whatever it takes because that is your super power. You have to double down on it rather than saying, I’m not good at accounting, let me learn accounting. No, there is find a person who is good at accounting and partner with them. You are super power is storytelling. Double down, triple down on it. That’s my 2 cents.

Career Nation: Awesome. And I would love to link that back to the self awareness topic that we discussed earlier in the show and then knowing more about yourself, what’s your hammer, what’s your strength? And then now figuring it out, double down, triple down on it. Um, gives maximum results not only to yourself but to the community that you serve, to the organizations that you serve, to the companies where you create value and to your customers. Correct. Fantastic. Rajesh, it’s been a absolute pleasure. Thank you so much for taking the time. You are a super busy person. Um, but you chose to spend time here with the audience and share your fantastic insights. Would love to do a follow up at some point. I’m just, I didn’t ask you this, but I’m just making a statement that I would love to do a follow up. Hopefully you will honor it and which with much love and respect, Raj, thank you again for being on the show.

Rajesh Setty: You’re most welcome. I totally enjoyed it. It was a pleasure talking to you and anytime we can do a follow up.

Career Nation: Awesome. Great. Thank you. Rajesh have a great day.

Career tiger, Gregory Fox
Blog, Career Nation Show, Career strategy

Episode 9: Career Nation Show with Gregory Fox

Gregory Fox is a Technology Alliances leader, former CMO, Advisor, Keynote Speaker, and a LinkedIn Power Profile.

He is currently the General Manager of the WorkSpan Networking & Communications business.

In this video, he shares his insights around Tech alliances:

  • Why partnering is critical for any company to succeed in today’s world.
  • Evolution of alliances and ecosystems
  • What kind of career opportunities are available in the Alliances and Partner space.
  • How LinkedIn helps with networking and career opportunities.
  • Touchy topic: Trade war between the US and China, Huawei, etc
  • Last but not least: his favorite app, favorite quote, fav book, and fav restaurant

Read more about Greg Fox’s insights on Tech alliances

Career Nation: Hey Career Nation. Welcome back to the show. Today, we have a very special guest. He has been a leader in major tech companies. He is a LinkedIn power profile, and he’s also worked internationally and is recently transitioned from large tech to SAAS startups. Please welcome Greg Fox. Greg, welcome to the show.

Greg Fox: Abhijeet, great to be here. Great to be with you and Career Nation. It’s a real privilege and pleasure to be with you. Thank you.

Career Nation: Fantastic. Greg, why don’t we dive into your career journey, which is like you’ve done so many different things. Give us a thumbnail, give us a… kind of paint a picture for us. How has been your career journey thus far?

Greg Fox: Absolutely. So I started in computer science. I really was fascinated by computer science, started… that was my major in college, but… so I learned how to program on the 68,000 assembly for the Macintosh and developed WordPerfect for Mac, which was an amazing product. But then I felt like I didn’t want to be stuck in a pigeonhole into software development or software engineering. I was really intrigued by economics and political science. So actually my major shifted to economics with a minor in political science and Spanish actually. Eventually I got my masters, my MBA at the Marriott School at Brigham Young University. Then following that I joined Compaq Computer in Houston, Texas in product management working for the CEO. Now I didn’t work directly for the CEO, but this is when Eckard Pfeiffer was the CEO of Compaq Computer.

Greg Fox: Then about three or four years, they’ve made a transition to Novell. This was when Eric Schmidt was the CEO of Novell. I was really interested in partnering, how do partners go to market together for companies as they build products, how do they take them to market through partners. I was director partner marketing at Novell for a few years. Then my friend introduced me to this great company called Cisco systems. I knew a lot about the iconic John Chambers who was a CEO, their alliances and corporate business development group was growing and expanding. They needed someone to come in and look at their enterprise business and also in how to better partner with enterprise companies. And so I was… I became CMO with the Alliance Marketing Organization and then did a few roles in channels, and so forth for about 13 years with Cisco.

Greg Fox: Just an amazing time in a great company, an era in working with John Chambers and other great leaders there. And then, interestingly Citrix really was trying to look at how do they do their ISV partner program. And so I was introduced to Citrix just down the street in Santa Clara. Joined and led the ISV partner program for about three years. And then my journey took a path to China. I was introduced to Huawei through the Association of Strategic Alliance Professionals, which I was an advisory board member, a member of the board of directors. Their executives we’re investigating alliances and ecosystems and trying to figure out how do they formalize a program. And so I was introduced to them. They asked me if I’d be willing to relocate to China, to Shenzhen. And sure enough I came, led the strategic alliances organization for a couple of years, then transitioned into corporate marketing and brand strategy.

Greg Fox: And then WorkSpan. I was always looking at WorkSpan as a potential platform for how you better operationalize partners and alliances. So I was introduced to WorkSpan while I was at Huawei, was really intrigued by the business model and was introduced to some of their executives. And sure enough the timing was right for me to make a move back to the US after about three and a half years in China and WorkSpan hired me to come initially to look after the Alliance ACEs community. But then my role has expanded to really look at kind of a general management role, looking at our communications, and networking business, but also VP of alliances because we have a partner program. But also still looking after the Alliance Aces community at WorkSpan. It’s always been a dream of mine to join a startup, and I didn’t do it early on in my career, but I’m doing it late in my career, and I’m really happy to be at WorkSpan today.

Career Nation: Oh, that’s fantastic. And it’s great to hear the transition from being at Compaq, product management into alliances, partnerships at Cisco, Novell, Citrix, Huawei and now at WorkSpan, which is sort of like super exciting and working in a familiar space, which is partnership and alliances. Let me ask you a question on partnership and alliances and then we’ll go to WorkSpan. Traditionally partners are thought of as resellers, “Hey, I’m going to sell through the channel.” And they’ve had that reseller role over a period of time. They’ve also become a sort of value-added partners and they basically create solutions on top of sort of vendor technologies, and now you’ve got alliances. So tell us a little bit about this world of partners and alliances. Is it like everybody gives each other a group hug or is like… what happens in partners and alliances?

Greg Fox: Well, it’s interesting that… No company goes to market alone, I would say, right? Either you’re kind of building products yourselves, you’re acquiring companies to fill the gaps, or you need to partner with other companies to compliment your offers in terms of how you serve customers. So no companies are going to market alone there, you have to work with partners of all different types, whether it’s a system integrator or a channel partner or a cloud provider that really sort of compliment your entire go to market or route to market to be able to serve those customers. Research has shown that companies that adopt this, ecosystem model actually grow faster than companies that don’t, and they’re more profitable and they do business better and they serve customers better.

Greg Fox: So it’s not just about the reseller channel relationship, it’s about the holistic partnering model. Working with partners across the value chain to be able to better serve customers and being able to orchestrate that motion with those partners is critical for a company to really be successful in the partnering world. It can be… most partners fail. Partnerships fail. There are those companies that do it well. Really see the tangible ROI and great results in terms of customer satisfaction, being able to develop and bring solutions faster to market. Being able to really show alliance contribution to sales, opportunities and sales pursuits, et cetera. So I think that even though some of the research says these are hard and difficult companies that do it well and are able to see the tangible benefits

Career Nation: Yup. And that’s great. And so Greg, so there’s a lot of value that gets created through channel partnerships, alliances, they help to scale from a sales standpoint as well as create more value for customers. And that’s great. I mean, it creates a really good go to market. And so that’s the partnership and alliances sort of world or domain. How is WorkSpan working in this space? What is it trying to do? How is it trying to create value in this space?

Greg Fox: Yup. So what we say at WorkSpan is that we’re kind of completely re-imagining how companies go to market together. So for the first time with we call this WorkSpan Ecosystem Cloud and this is a new category. Ecosystem Cloud has been recognized as a new category in the market, by Gartner by others. And so, for the first time companies can now with their partners, build with, market with, and sell with, and they can grow their business and create abundance together in a single secure cloud-based network. So, that’s kind of the value proposition that WorkSpan offers. And so there’s… traditionally companies have had their own sort of ways in which they partner their own processes. They look at… they may be using spreadsheets or emails to exchange information with one another.

Greg Fox: They can’t track performance with those partners. Usually that happens at the year-end when they’re trying to do a QBR or business review. Developing a joint solution often takes six to nine months. Deal registration is like a black box, joint planning is a long exercise. Joint execution in the field is very hard and difficult. Getting the sales teams aligned around incentives and motions is important. And so a lot of these companies are using traditional tools and they have to do this manually through spreadsheets. Partners have their process. We may have our own process, but now with WorkSpan, you’re able to, operationalize and have a single shared system of record that can be used by their partners in the ecosystems.

Greg Fox: Giving them joint visibility to the projects that they’re managing, to be able to ideate on joint solutions, collaborate on joint opportunities, even pre pipeline opportunities before they’re accepted in the field by sales. It integrates well with existing PRM tools and also CRM tools. And so this single kind of system of record allows companies to better manage those motions with their partners in terms of how they serve customers.

Career Nation: Great. It sounds like the evolution of sort of partner management and partner space in terms of how do you define solutions, market them, sell them together, and it sounds like it will certainly provide a lot of acceleration and efficiency in this space. From a career nation standpoint, Greg, what are sort of the career opportunities in this space as you look at the evolution of channels and partnerships and alliances, what type of careers are coming up in this area?

Greg Fox: There’s a lot of different careers I would say. There may be an alliance manager that’s managing a single relationship for a company or someone that manages, the solution portfolio with the business units and a partner, a set of partners could be someone that would manage the marketing campaigns, or the marketing development funds in terms of how they execute and use those funds to accelerate, sales opportunities in the field. It could be someone that manages an overall portfolio of partners within a program for a company. It could be someone that’s in operations, right? Someone needs to operationalize these motions with their partners, keep track and measure and report on success and report, et cetera. So the operational aspect, is really important.

Greg Fox: And then I would say, companies like with WorkSpan, we have a network success team that actually helps implement. So you need sort of implementers of solutions like Ecosystem Cloud to help companies get really see that time to value realized over 60 to 90 days to help them get up and running to help them overcome change management or implement new kinds of tools or capabilities in their organizations. So sometimes that’s a little bit complex and there’s a little bit of resistance to change, but those kinds of careers, I would say a really… I think in ecosystems and alliances, this is going to continue to be sort of a thriving business, and the career opportunities are endless. In fact on our Alliance Aces Community, which we host, we actually post a lot of the jobs that alliance managers, we may be interested in, and the different roles from different companies in the tech industry are featured there. And so-

Career Nation: Oh, absolutely. That’s great. And that’s fantastic to hear because as technology becomes more interoperable, you’ve got more API’s, more sort of companies and vendors sort of coming together. For example, Microsoft has made a 180 degree in terms of how to work with other companies in an architecture that will be heterogeneous across may be an enterprise or so. So it’s fantastic to hear there are so many career opportunities in the space. Let me shift gears a little bit about sort of partners and alliances and go into a sort of customer value. And so as you look at go to the market alliance has partnerships and all of these things sort of come to a head in terms of how do we create customer value. Tell us a little bit more about how do you see customer value being created, especially as you work with customers and you take a kind of the vendor or the company’s a technology and then you take partner’s capabilities, put those things together, create value. How do you see value getting created for customers?

Greg Fox: Yeah, I think… you asked a little bit about going to market.

Career Nation: Yup.

Greg Fox: You look at go to market. I think it’s around, how do you have like this game plan for reaching and serving the right customers, in the right markets, through the right channels, with the right value proposition. It’s kind of a long-winded answer for go to market, but also I think it’s around creating those powerful high-quality customer experiences, I would say. But then customer value, right? If you look at customer value, it’s more about that perception of what a product or service is worth to a customer versus the possible alternatives. And worth means, whether the customer feels that they receive the benefits or services over what they paid, right? Are they realizing incremental, benefits or services over what their perception of what they paid, I think is really important.

Greg Fox: So for example, at WorkSpan, we have a network success team. So we really focused on customer value because if the customer purchases ecosystem cloud and is the deploying it, for a joint solution or with a set of partners, they really need to see incremental value quickly. And so we have a network success team that is assigned to the customer that helps them implement that particular use case or use cases, trains them on the platform and then enables the team that will be using it so that they can quickly use it, incorporate into their kind of daily workflow.

Greg Fox: And so that change management, that barrier to use is really lowered. So they can see that, that value creation or through faster-delivering solutions that are faster, perfectly introduced, a pipeline is accelerated, joint wins or customers wins are achieved faster and that they’re there and that they’re working in more of in a one motion kind of aspect. So that network-

Career Nation: Absolutely.

Greg Fox: It is really, is really critical. I believe.

Career Nation: Yeah, that’s great. And it was really great to hear about customer value, and the benefited drives for the customer, creates an ROI based on their cost, and it creates incremental value on top of what the customer was experiencing earlier, creates more delightful customer experiences. That’s fantastic. So thank you for those insights.

Greg Fox: Sure.

Career Nation: And are there any war stories that you’d like to share? Anything that comes to mind in terms of customer value or go to market?

Greg Fox: So I’ll just give you an example. I used to do a lot of… I still do a lot of public speaking at different events, but this was a business week conference that I was attending representing Cisco. Pretty high profile, and I was speaking on sort of this, the art of compete and collaborate as it related to the Cisco HP alliance. Okay. It was a great alliance, hundreds of millions of dollars in revenue to us, more to them. I was asked, and this was about, how we better serve our customers and how do we create value together as an alliance. And I was asked if that, I was willing to admit that sometimes alliances fail because we had actually, we had sort of transitioned the alliance from a really cooperative, not a lot of overlap.

Greg Fox: But then as we made acquisitions is HP made acquisitions, we had this ongoing overlap between the two companies. And so I said… they interpreted that I said that yeah, sometimes alliances fail and so they associated that. They said, “For the first time we’ve now see that an executive is willing to admit that alliances fail.” But what I should have said was, is that sometimes it’s appropriate to exit in the alliance when the competitive overlap outweighs the collaboration benefits. So my comments were taken a little bit out of context. The headline was there, referencing our highly successful HP alliance. PR was up in arms. We had to issue a revision to my comments, to make sure that our customers would continue to realize the value of the Cisco HP alliance. And so-

Career Nation: Wow.

Greg Fox: Yeah. It was a, it was a pretty good headline. They wanted a really good headline to attach to someone that would be controversial. But even if the headline says that an executive is willing to admit that alliances fail, but in the body it said sometimes it may be necessary to exit in alliance. So they took it a little bit out of context, but that was… we had to do some damage control with HP and also with our PR firm and then reassure customers that we were still doing things as normal. So a little bit of a challenge, but we got through it just fine.

Career Nation: Yeah, absolutely. And sometimes these challenges brings people closer together and creates better partnerships, and sometimes you have to go through the dip.

Greg Fox: Yes, absolutely.

Career Nation: That’s a great story right there, Greg. Thank you.

Greg Fox: You’re welcome.

Career Nation: Why don’t we shift gears one more time and get into a favorites game-

Greg Fox: Now. Sure.

Career Nation: and would love to know a little bit more about you, Greg here.

Greg Fox: Yes.

Career Nation: In this favorite game. So we’re going to ask you what’s your favorite thing and why? And we’ll start with your favorite app.

Greg Fox: Okay. I was going to tell you… can I tell you something else that’s my favorite and advanced?

Career Nation: Yeah. Absolutely.

Greg Fox: That my favorite game or my favorite thing to do is play golf. I’m an avid golfer. I think, if you look at some of the great golfers over time, like Bobby Jones, who was an amateur his whole life really was kind of the, even the founder of the Grand Slam of Augusta National in the Masters Tournament. Pretty amazing. I’ve just been an avid golfer my entire life and just loved the game. And Bobby Jones said, “Competitive golf has played mainly on a five and a half inch course. The space between your ears. And so, no round is the same. Each course is unique and amazing, et cetera. But my favorite… I’ll get to my favorite app.

Greg Fox: My favorite app. It’s pretty simple. I love LinkedIn. I’m an avid LinkedIn user. I think the ability to connect and collaborate and network, and engage in meaningful conversations, with professionals across the spectrum is pretty amazing, and it’s allowed us, and me personally to sort of extend my network… Every new job that I have secured has been through my network on LinkedIn and through past relationships. So with LinkedIn you’re able to explore partnering opportunities, learn new skills, keep track of the latest trends. I think you can share your voice and your point of view and allow others to react to it. I think it’s an amazing platform, and I love participating in LinkedIn.

Career Nation: Oh absolutely. And I really do think that LinkedIn has created an unbelievable networking opportunity for all of us. And quite frankly, it’s an indispensable tool now. Like as part of your profession, you just need to have LinkedIn, and it doesn’t matter if you’re in sales or operations, it does not matter. Everybody needs to be on LinkedIn.

Greg Fox: Absolutely. It’s critical I think, a company and to an individual success in their career. No question.

Career Nation: Absolutely.

Greg Fox: Yup.

Career Nation: Good. Well, we’ll go to the next favorites. And this one is about your favorite book.

Greg Fox: Yes. I thought a little bit about this. I’m a big Stephen R. Covey fan. Actually I grew up in Provo, Utah where Steven R. Covey lived, and I grew up with some of his kids and his children.

Career Nation: Oh, very cool.

Greg Fox: And so I was really intrigued by, The 7 Habits of Highly Effective People. I think, if you look about the book talks a lot about the effectiveness and of that balance of how do you obtain desirable results with caring for that, which produces those results. And he talks a little bit about, there’s like three categories of the seven habits around independence, moving from dependence to dependence, that self-mastery and then interdependence, working with others, and then that art of continual improvement, right? In both the personal, interpersonal spheres of influence. So I really like Covey’s seven habits. I’ve tried to incorporate some of those habits in my own life, and it’s been really helpful for me, in my personal relationships with family and friends, but also in my career in the broader realm.

Career Nation: Yeah, it’s a must have for anyone’s personal library.

Greg Fox: Yes.

Career Nation: And definitely recommend it as well.

Greg Fox: Yup.

Career Nation: Moving onto the next favorites category, Greg, do you have a quote that you like, personally you put it up on your wall or your closet or you would like to see it on a billboard on Highway One O One or pick your favorite freeway minus 680, but for other reasons?

Greg Fox: Absolutely. One O One is better. Yes. So there’s a couple of quotes. Let me give you two. One is from Steve Jobs, we all know who Steve Jobs is. He says, “Focus means saying no to the hundred other good things.” I really like that, right? There’s so many good things you can pursue and that are maybe deserving of your attention and energy and investment that really focus on doing some things really well. I think it’s really critical, and I really like… I’m a big actually Helen Keller fan. I really admire her life and just sort of the challenges that she faced and what she overcame to really contribute and to be a force for good in society.

Greg Fox: She said that, “Character cannot be developed in ease and quiet. Only through experience of trial and suffering can the soul be strengthened, ambition inspired and success achieved.” So we all face trials, we all face challenges, even people that you think are highly successful, everyone goes through challenging circumstances and trials is how do you best overcome those challenges and trials, how they strengthen your character and your perseverance and how do you still be inspired and achieve success I think is really, really, really important. So I really like, what Helen Keller said and just her own personal example of that.

Career Nation: Yeah, absolutely. And that is a super deep, Greg-

Greg Fox: It’s a little bit deep-

Career Nation: And I love that. I love your commentary on that, which is, everyone goes through dips and valleys and how you emerge from that and how you pull yourself up and actually emerge as a confident person, as ambitious as someone who wants to create value for others and all of those good things. But going through the depth it doesn’t feel that good, but once he emerges from it, it actually feels much better.

Greg Fox: Absolutely. Absolutely.

Career Nation: Great. Do you have a favorite restaurant?

Greg Fox: I’ve got a couple. I love fast food In-N-Out Burger as an iconic just go-to place for me. But then there’s a great little sort of restaurant in my hometown in Provo, Utah called Dolce Vita. It’s an Italian family-owned business and just the food is made with such care and authenticity and it’s family-owned. My wife and I have developed personal relationships with the owners there and we go there often to just for a nice dinner and really a good standby for just enjoying great Italian fare.

Career Nation: Oh, that sounds really good.

Greg Fox: And if you asked me about my favorite drink, I would say diet Coke. Just like… John Chambers was… I think he’s still an avid diet Coke drinker. I call it the breakfast of champions. I do love a Diet Coke, a couple a day. It helps get me through the day, but I think it’s a good fuel to helping.

Career Nation: That’s awesome. Is there a certain caffeine level that you aspire to every day?

Greg Fox: I’ve tried to lower my caffeine sort of intake over time. I used to be a little bit higher on the caffeine scale, but now it’s lower. I’m a little bit more balanced on that, but I still like it a couple of times a day.

Career Nation: I like to indulge. I like it.

Greg Fox: Yes.

Career Nation: Greg. As you look at your career journey, are there some strategies and approaches that have helped you? And when you think of it, like for example, it could be your morning routine, or it could be the way you prepare for certain things. Like if when you look back, are there things that have really helped you that you would like to share with Career Nation?

Greg Fox: Sure. Couple of things. I always say, always prepare for the unexpected if you can, because things don’t always happen the way you expect them to. Give yourself the opportunity to act on something even as it appears real time. That’s kind of the way the Huawei opportunity came to me is an opportunity came and presented itself. I was prepared to make a decision quickly on it and acted on it. Just kind of going on the opportunity, but also the, what I felt like was a good next phase in my career. So just always be kind of present around, prepare for the unexpected, and then when those opportunities present itself, be able to act on that.

Greg Fox: Couple of other things I would say is I think personal I’m always… I really value personal relationships. They’re really matter. So, being deeply loyal to friends, I care about the wellbeing of others and how do they achieve success. So I’m always available. I try to be available to someone in need. Never be too busy that you can’t help someone who needs something in the moment. Some things you just can’t put off, you have to address immediately if the opportunity is there and you feel like you need to act. I think face to face meetings really matter. The ability to connect, collaborate and build mutual trust in a real time is really important, I would say. I also love the energy of the office, especially in the startup, everyone’s working together. Sometimes you we can walk all over ourselves and get in each other’s way.

Greg Fox: But I really like that we’re working collaboratively, getting projects done, doing things that you don’t expect to do when it may not be your role or job to do, but then also still needing that quiet solitude time to be able to think clearly and be creative I think is important. And then I would say be a mentor. Be willing to share advice to someone in their own career, helping them overcome a challenge or a personal situation. One of my big attributes is hire interns. Hire interns who are hungry for experience, give them tough projects and they will amaze you. I hired an intern from the local Mountain View High School here in the Bay Area, Kavya Shankar, she went on to Harvard, is just an amazing leader. I think she’s working in investment banking now and she created a social media marketing plan at Cisco for me at the time when social media marketing was really up and coming.

Greg Fox: We really needed a solid strategy. I gave her the assignment and she just blew this project out of the water, like in McKinsey, like kind of deliverable and really help us apply social media marketing into our digital strategy. And then I would say, yeah, just give back, right? Be able to volunteer on non-profits or other organizations where you can add value and help others who are aspiring to be business leaders. Help them realize the potential and help them fulfill their dreams. I would say that’s a few areas of advice that I would offer.

Career Nation: Oh, that’s great. That’s a lot of nuggets there. Greg we’ll have to-

Greg Fox: Yes it is.

Career Nation: unpack that a little bit. One follow up question to that I have when you have like a big meeting, a big presentation, how do you prepare? Like is there… you’re about to present to a big partner, new alliance that’s going to come up or is there a method to the madness? Do you go through some homework? Tell us a little bit about sort of the secret sauce of Greg Fox.

Greg Fox: Sure. I always tried to understand who the audience is, who want be presenting to, what are their core business challenges, what are their core top of mind issues, right? I always try map whatever I present and prepare in advance so that they… so it really resonates and articulates with their care abouts and what they need to hear. I do a lot of just research, kind of market research and then also just do a lot of discussions with people that have to weigh in or provide content into a big presentation where I’m dependent upon their contribution to make it meaningful. And I do a lot of rehearsals as well. Kind of talking through the talk track with colleagues, even with some mentors or peers to make sure that it resonates and that the talk flow is good.

Greg Fox: Then I try to think about what are some potential objections that the customer or the recipient may have and how to overcome those objections with and… but also trying to lead us to some tangible outcomes, and the next steps that are mutually beneficial for us and for them. And so that’s kind of the way I look at a big presentation, prepare well, have your data intact, your talking points intact, know who your audience is and then rehearse and practice. And then even though there may be unexpected outcomes or things that come out during the presentation, if you’re prepared in that manner, it can usually go pretty well. And then have a supporting staff that surround you to help you be successful in the moment that you deliver the presentation.

Career Nation: Awesome.

Greg Fox: Yeah.

Career Nation: I love how your team of prepare for the unexpected tied so nicely in with how to prepare for big presentations. I love those points, especially about when we get into sort of the talk track. I also loved your point about objections. Like how can we better anticipate objections of your customers or partners and have a response ready? One of my mentors used to tell me that, “You don’t need to answer every question, but you definitely need to respond to every question,” and so that has definitely helped. I love your topic of tangible outcomes. It’s very important. Otherwise, you can just have a presentation, but what comes out of it is questionable.

Greg Fox: Yes.

Career Nation: That’s a great point. Love it.

Greg Fox: Good, good. Glad it was useful.

Career Nation: Yup. A little while ago you mentioned about Huawei and I wanted to sort of get your perspective on what’s going on with China. So you worked in China and you worked with Huawei. Currently, we see we’ve got, between the Trump administration and Beijing, there is trade war tariffs, accusations of security issues using Huawei equipment, et cetera. So how is that playing out in your opinion? What’s sort of your perspective on this whole thing?

Greg Fox: Yup, great question. I’d have to say my three and a half years at Huawei were some of the very best moments of my career. It was magical in a lot of ways. Going to China, living there amongst the Chinese people, embracing the culture, understanding how they do business and then just seeing that sort of that commitment to excellence and that drive to succeed was amazing. I think on the US, China relationship front, there’s definitely, there’s this kind of race for technology, technological leadership. If you look at 5G Thomas driving, it’s a bit, a little bit controversial. First off, let me just say, I don’t think there should be any artificial barriers to trade or doing business.

Greg Fox: It’s best if trust and collaboration and fairness can exist that benefits all societies. But I think if you look at the role that technology plays, plays a huge role in the like GDP of nations. And so there’s this race to develop these emerging technologies to help raise the level of competitiveness, but also the standard of living in nations. Because I think there’s a direct link of investments in ICT to an increase in the GDP of countries. I’ll get to your question in a second. But if you look at these, the digital economy is growing faster than the regular economy and that’s all fueled through data center, cloud, video, big data, mobility, 5G, IOT and AI, and this 5G, it’s ushering in a new wave of mobile connectivity, which allows people to connect to data experiences and people in ways that they never thought possible.

Greg Fox: And so, that is the foundation of things like remote surgery, IOT accessories, improved drone capabilities, autonomous driving, et cetera. And these lightning fast speeds and the ability to power these new technologies, a new augmented and virtual reality experiences are pretty amazing. So there’s this competitiveness in the industry between China and the US as to who can more quickly deliver the capabilities and the promises that 5G offer. And so that’s why I see where we see a lot of the tension between US and China relations is that who is best equipped to be able to offer the promise of 5G because whoever leads in 5G will likely dominate some of the… realize a lot of the economic benefits associated with that. With that said, I think, it’s that balancing act, right?

Greg Fox: Trump has said, we don’t want the US to fall behind other nations like China in the effort to develop and roll out this technology. Then there’s this ongoing concern the government has about… they talk about cybersecurity or unsecured networks, some of the customer data compromised, are there back doors to the government. I would say, in my work, in all the work that I’ve done at Huawei and then in the industry, I have not seen any tangible evidence that there are these backdoors or cybersecurity risks related to Chinese technology manufacturers including Huawei, and that, I think this is just… it’s a race for developing the technology more quickly than the other to try to gain an advantage over one another to be able to reap the economic rewards associated with that.

Greg Fox: I’m hopeful that there will be a resolution that companies can choose the best technology options that they have available, that the networks are secure, that there aren’t these undermining kinds of policies or compromising of customer data that could be used by foreign governments, for their own advantage. And so I’m optimistic about where this is at today, but I think there’s still a lot of work to be done in terms of building better ties, building better relationships, building better trust between nations. And I hope that results in ultimately better experiences and better outcomes and prosperity for customers that adopt and see and realize the applications related to these technologies.

Career Nation: Yeah, absolutely. And I hope so too that we get back to sort of normalcy because whether it’s you as business or Chinese businesses, we all want a more predictable and a more stable business environment. Do you business, innovate and create value. So I totally, totally get it. So thank you for that commentary. I know it’s a controversial topic, but I appreciate you providing those insights, especially from your vantage point.

Greg Fox: Yeah, my pleasure.

Career Nation: Awesome. Hey, Greg, as we wrap up our episode here, are there any key messages that you would like to share with Career Nation? Anything, any major takeaways as they sort of think about their career development, whether they’re early in career or later in career? What should they think about? What is your sort of parting message for them?

Greg Fox: Well, thank you. I would say continue to invest in your personal skills and competencies. I’m kind of at the stage where I’m a little bit later in my career, but I’ve actually continued to invest in my own kind of personal career development. I just recently completed a Kellogg School, Digital Marketing Strategies, Data Automation and AI and Analytics course. And I’m engaged in a MIT Sloan online executive education course on IOT and the business implications and opportunities. I would say continue to invest in your own personal skills, your personal development because I think you are personally responsible for your own development and your own career. Even though you may have leaders and mentors around you that would advise you, you may have career opportunities within an existing company or opportunity outside. Ultimately you are responsible for your own career path, your own opportunities that will come to you.

Greg Fox: I would say also, find ways to share your experience with others. When I was at Huawei, we had new employee orientation. And so, people that were coming from outside of China had a hard time adapting to the local culture, the local aspects that were unique to Huawei but also China. So I helped, based on my experience, I was able to present how to quickly adapt to the Huawei environment as part of the Huawei University, the helping others better acclimated and have better experiences to, and learn from my pain points in my failings that I experienced. So I think always find ways to share your experience with others. Be open to sharing your career advice, be a mentor for those around you. I think as you give back to others and you serve and help others succeed, you naturally received more rewards yourself.

Career Nation: For sure. It’s the law of karma.

Greg Fox: It’s the law of karma. I think helping others achieve success will lead to your own, personal benefit and personal advantage and never lose sight of that. I think if you’re on, you’re inwardly focused more just concerned about yourself. You may find some advancements in career, but ultimately I don’t think you get to where you need to or where the potential lies unless you give back and serve others in a meaningful way.

Career Nation: Oh, that’s so wonderful. What a great to end this episode Greg.

Greg Fox: Thank you.

Career Nation: Thank you so much for your insights and your perspectives. This was super valuable and hopefully, we’ll see you around in the Bay Area or on the show next time.

Greg Fox: Absolutely. Abhijeet, thank you so much, and to all at Career Nation for the great opportunity to speak with you today. Best of success, the each of you and to your listeners in their own personal career journeys. Thank you.

Career Nation: Thanks Greg. Have a great day.

Greg Fox: You too. Take care.

Blog, Career Nation Show, Fitness, Health

Episode 8: Career Nation Show with Cody Miller

As we make onward and upward progress in our careers, let’s not forget how important physical fitness is to sustain our professional growth.

Cody Miller is a Fitness Professional and Certified Personal Trainer with past experience working with the San Francisco 49ers. And he now trains Tech folks in Silicon Valley.

Cody drops several amazing nuggets in this episode

  • Fitness is a journey not a destination
  • Confusing your body: how this concept will help to build body fitness
  • How making small change can have dramatic effects on your body; for example changing the weights or changing the number of reps slightly
  • His recommended weekly plan that includes active recovery
  • Why word diet sounds like a restriction, we should call it “fuel” 
  • Why Cody shops only at the perimeter of store to plan his food intake
  • Why fad diets are not useful; nutrients and portions are important
  • Why he recommends standing position for using weights and machines
  • His favorites: app, quote, and most importantly his favorite restaurant
Shreesha Ramdas
Blog, Career Nation Show, New career opportunities

Episode 7: Career Nation Show with Shreesha Ramdas; CEO Strikedeck / SVP @ Medallia

“Customer Success will be an even bigger opportunity than marketing automation”.

Shreesha Ramdas joins us in Ep 7 of the Career Nation Show. He was the CEO of Strikedeck, a Customer Success SaaS platform, and now SVP at Medallia after the acquisition.

Shreesha is a successful serial entrepreneur and shares many nuggets during the show

  1. He shares his remarkable career journey from being an engineer to leading startups that have had successful exists
  2. How he looks forward to meeting people “we learn more from people than we learn from browsers”.
  3. How companies like Atlassian and Zoom are using Customer Success for subscription growth
  4. His favorite CS metrics and also some lesser-known metrics that SaaS companies should pay more attention to
  5. How scaling of CS through automation is at the heart of Strikedeck and Medallia
  6. He shares his favorite app, book, restaurant and quote “Everybody is in Customer Success”
  7. Future career opportunities that will come in at the intersection of CX and CS
Diane Adams
Blog, Career Nation Show, Career strategy, Culture

Episode 6: Career Nation Show with Diane Adams, Chief Culture and Talent Officer at Sprinklr

Does culture matter?

Diane Adams, Chief Culture and Talent Officer at Sprinklr joins us to answer this question and shares amazing career advice on the Career Nation Show.

Here are some highlights from the episode

  1. Diane shares her career journey
  2. Why is culture important?
  3. How is culture important during the hiring process?
  4. How the interviewing process at Sprinklr ensures alignment between new hires’ values and the company’s values and culture
  5. Diane’s favorites: apps, books, quotes and restaurant!
  6. Her advice to Career Nation: ” Do  You” be yourself and be authentic
Jonathan Copulsky
Blog, Career Nation Show, Career strategy

Episode 5: Career Nation Show with Jonathan Copulsky, CMO, Board Member, Northwestern University Faculty

Jonathan Copulsky joins us in the next episode of Career Nation Show. He is the former Chief Marketing Officer at Deloitte, co-author of The Technology Fallacy and faculty member at NorthWestern University.

This video only has the first 10 minutes; catch the entire episode on YouTube: or podcast https://bit.ly/2Sf3XBF

Here are some highlights from the discussion

1. Jonathan’s career journey

2. What’s the role of marketing in a new subscription-centric world where customers will “try and buy” new products

3. How customer make certain ‘habits’ over a period of time and how marketers can make customers change their habits

4. His favorite marketing and branding stories

5. Favorites game: Jonathan’s favorite app, favorite book, 

6. How to view career as sets of skills and experience rather than jobs helps us to navigate better

7. How he prepares for critical meetings and big presentations; and how watching others present helps him

8. How to learn: how to learn from others, how to use post action reports and how to learn fast

You grab a copy of his book at: https://amzn.to/2JvQVgt 

Books referenced in this episode:

  1. Power of Habit
  2. Crossing the Chasm
  3. Competing against luck (Jobs to be done)
  4. Bad Blood
  5.  Customer Loyalty is Overrated

Transcript

Jonathan:         Our job as marketers is not to make things easy to sell it, to make things easy to buy.

Voiceover:        Welcome to the Career Nation Show where you learn the strategies and tools to own and derive your career. Find out more at careertiger.com

Abhijeet:          hello and welcome back to the Career Nation Show. Today’s going to be another special episode because we have a very special guest today. He is former CFO of Deloitte. He’s an author and he’s now a faculty at Northwestern where he teaches marketing. Please welcome Jonathan Copulsky. Jonathan, welcome to the show.

Jonathan:         Well, thank you. Delighted to be here. Thanks for the opportunity to speak with you and your viewers.

Abhijeet:          Awesome. Hey Jonathan, thank you so much for making the time for [00:01:00] the viewers and sharing your career advice and your industry perspective.  why don’t we just dive into this and why don’t we start with sort of your career journey, sort of the,  older sort of the younger days, a slightly younger days of Jonathan Copulsky, to sort of the journey to the chief marketing officer of Deloitte. your various faculty stands. you wrote a few books, walk us through that please.

Jonathan:         Sure. And I’m, I’m in my mid 60, so I’ll try to give you the short version. graduate from college history major from a small liberal arts college. And my first job was teaching high school. So in some ways I find myself now as a teacher at Northwestern, going back to my roots. But in between that teaching in high school and teaching at Northwestern, I had several careers both in industry and management consulting. After I went to business school, I spent several [00:02:00] years at the publisher Time Inc publishing a number of magazines, also own HBO Cable TV stations and book publishing and vars products. And I was there working in finance magazine development magazine, production distribution. Went from there to my first in management consulting at what was then Booz Allen Hamilton now is strategy ad, which is part of PWC, became partner there and left to go to one of my clients, CCH, which is a professional publishing [00:02:30] company and spent five years at CCH where ultimately it was the chief marketing and sales officer. We did a turn around of this company, sold it to Walter’s Kluwer Dutch company, took a year off. And during my year off I spent working with the CEO at the Field Museum of natural history here in Chicago and came to Deloitte in 1997 as a partner focusing on providing marketing and branding strategy services to clients. 

At the time that I would be there for about a year or so. And  20 years later I wound up retiring from Deloitte, so exactly two years ago today and join the faculty at Northwestern where I teach both at the School of Journalism Media and integrated marketing communications and the Kellogg School of management courses and marketing, branding innovation and marketing technology.

Abhijeet:          Wow. What a journey. And from media [00:03:30] and I would say highly visible, media brands to management consulting,  to now faculty. And you wrote a few books in between. That’s a fascinating career journey. And Jonathan in that journey, you know, have you seen sort of,  a lot of transformation in this space around branding and marketing? Is is is, you know, there’s an old saying, ah, the more things change, [00:04:00] the more they remain the same. Is that true in marketing or are there things that are evolving and changing?

Jonathan:         Oh, well it’s, I think we can, I would phrase it a little bit differently. I think we can sometimes find roots of what exists today, back in the past, but they come, they manifest themselves differently. So we live in a world today of marketing. We’re very much focused on the metrics. Things like quick to open engagement rates, read rates, et Cetera, et cetera. [00:04:30] But the notion of being able to focus on individuals and being able to direct marketing to individuals had to choose indirect marketing, which was invented 50 years ago or so. So back in the day when I was at Time Inc, the process by which we ran ab tests, the process by which we solicited subscriptions for our magazines and so forth actually has a lot of similarities to what people now do through digital marketing. What has changed is one, the speed at [00:05:00] which this stuff is done. So what used to take us three months to analyze, we can now do literally in seconds. And the second is the medium. So what used to be mail is now digital.

Abhijeet:          Absolutely. And, you know, that word comes up so much often these days, which is digital. And, you know, the, the, the process of including digital in every sphere of a company and every function [00:05:30] of a company and marketing is no exception. In fact, marketing it, you know, is one of the biggest spenders of digital technologies and one of the biggest consumers of digital technology. Whether that’s marketing automation, you know, email marketing,  you know, what have you. And so with all of these tools,  is our, our companies as companies start to look at, technology as a big lever in their digital space and digital [00:06:00] marketing space specifically.  is there, is there a,  is this and big opportunity for companies to really, you know, change the game, how their marketing does, or is this more of a tool that they can use to accelerate,  whatever their branding efforts might be or, or marketing campaigns or PR become more specific about the customers that they want to go after. Maybe they want to get into more micro segmentation [00:06:30] of customers, et Cetera, using more technology. And I think you’ve touched upon this a little bit in your book, that technology fallacy. So how, how do companies, how are companies using these technologies? Can they do better use,  of these technologies?

Jonathan:         Well, I think the answer to all of your questions is yes, but I’ll be a little bit more specific. Look, I think what digital has done is for many companies in many industries, in many sectors is [00:07:00] transformed the business model from what it was to what it is today. So we can see, you know, extreme examples of this say in the music publishing industry. You know, I’m old enough to remember when I used to go out and buy long playing records, which were 33 Rpm, which was revolutions per minute. And now people will still buy vinyl records, but we’ll be sort of this antiquarian thing as opposed to the uptodate thing. You know, and I just saw this week that apple has announced I was going to phase out iTunes. So we’ve taken, [00:07:30] you know, what was once a physical business of taking music and recording it on vinyl to one, which is completely digital.

Jonathan:         So we’ve gone from atoms to bits and we could see the same thing in lots of other industries. We could look at the software industry and salesforce, which is 20 or so years old, you know, transform or led the transformation going from odd premise software to, you know, software in the cloud. And now it’s hard even with consumer’s software to find anything you buy because everything’s [00:08:00] in subscriptions that I used to remember when people talk about shrink wrap software, we’re actually meant a box of software that you could buy and you’d take off the shrink wrapping. So I think it started with business models and then it’s permeated to other sectors. So from a marketing standpoint, increasingly all the research that we’ve done the research at other people then say when somebody goes through the process of looking for, trying to understand what products, what services, what offerings the best for them is a digital journey.

Jonathan:         [00:08:30] Most of the time they may wind up buying it in a store, they may wind up with a physical product or digital product. But that whole process of the customer journey is increasingly enabled by digital, which then also means that as marketers, we need to be there. Now does that mean that all, analog marketing goes away? We still have plenty of direct mail. You know, we still have analog TV, we have billboards and other types of outdoors. But increasingly, I think this was [00:09:00] your last point. We see things which may have been physical at one point, but now have become digital and become much better at targeting individual customers and individual personas with messages and content and offers, which are much more personalized and relevant.

Abhijeet:           Absolutely. And, you touched upon a lot of things there. And so let me unpack a few of them. I think one was the piece around companies [00:09:30] moving to different business models using digital subscription being the most prevalent. There could be others like utility, etc. The other,  the other piece that are really, really like was sort of this using technology to drive more personal messaging towards customers and having offers that you know, really relate to the customer and really enable the customer to feel that they are getting a very personal service,  from the [00:10:00] marketer. And this sort of hyper personalization continues in this age of digital.  let me, let me ask you a question just on sort of this intersection of subscription and personalization. It’s around sort of this notion of try and buy and you know, back in the day there used to be a brand promise and someone would make a brand promise that would be a marketing campaign around it, whether it’s print or billboards or what have you, our direct mail and that the, the person [00:10:30] or the company would buy it.

Abhijeet:          And this probably holds true for both, for B2B as well as B to c. And so the person or the company would buy that product,  over a period of time, which is now we see subscription and in the subscription model we have this notion of a try and buy where the customer gets to try the product first. And if that company or that person likes that product, they will actually buy a whole bunch. Right. And so is marketing [00:11:00] changing in the try and buy world? Is the offer or the product becoming more important than marketing or marketing still is relevant because you have to address the whole customer life cycle? What are your thoughts on this?

Jonathan:         Yeah, no, it’s a great question. How, you know, I, and I think you have to separate out from, you know, the products that we are used to buying and that we’re accustomed to in the categories that we know versus the ones which are new to us. So you know, if I’m going to go buy ketchup, [00:11:30] okay, I’m going to buy Heinz Ketchup and I’m not gonna spend a lot of time thinking about do I buy Heinz or hunt or something else because I know that I’ve tried and I liked no hind sketch and you could make all the offers in the world to me. Oh and I’m not going to do it because I’ve selected my ketchup. So they’re worrying about what my customer journey is or anything else like that. It’s kind of irrelevant. And there’s wonderful article that appeared several years ago [00:12:00] and the Harvard Business Review, which talked about the power of habit and one of the coauthors was h g Lafley, the former CEO of proctor and gamble.

Jonathan:         So habit is pretty important in determining how people buy. So if I’ve got a new product or even more importantly a new product in new category, I have to figure out how do I break that habit and how do I [inaudible] the process of trial. Now, some of it’s trivial, right? I could be in a physical [00:12:30] store and for a long time and CPG people done samples and they can, you know, give me a physical sample. I could try it in the store and something else like that. But another way to do it, particularly with digital products is if I can try and buy or there’s a freemium model like there is like linkedin and a number of other products. But I think this notion of how do we de-risked the process of selecting testing and experimenting with the new product, particularly in new category,  [00:13:00] that’s it.

Jonathan:         That’s going to be, increasingly important. So I think subscription offers, freemium offers, things that let us do a little taste. You know, that’s the wonderful thing about cloud based software. Now all of a sudden I don’t have to buy a bunch of servers installed this software, it’s been thousands or hundreds of thousand dollars are now talking to often to install. I can try it in small ways and then I can scale up. So, along with, particularly on the B2B side, along with this stability to try before we buy, then I also need to make [00:13:30] sure that the product or the offering is engineered in such a way that if I like it, then I can do rapid scaling up. And I think, you know, I’ll go back to salesforce because I think they set the model of going from, you know, companies that were trying to figure out do I spend a lot of money on all these expensive on premise CRM solutions to hey, I can try it, I can buy it and then I can scale rapidly. And so along with this try and [00:14:00] buy, I think scalability particularly in the B2B side is really important.

Abhijeet:          Yeah, absolutely.  you made a lot of great points there, Jonathan. I think one of them is around sort of how do we remove friction and enable the customer to choose your product over their existing sort of favorite brands. And by removing that friction, allowing the customer to try some of your product. [00:14:30] And then once they understand the product, they understand,  how to use it. They are able to get the most out of it and they’ll absolutely buy your product.  I think that’s a great sort of a way to get into the a customer life cycle and sort of make it,  make it for customers to,  I want to say, decide because of one of the ways marketers help customers do, let me help you to decide because [00:15:00] this is my message to you and I’ll help you make a better decision. So it’s sort of this aspect of sort of educating the customer as well. that comes into play.

Jonathan:         Yeah. Well one of the books that we read in one of my classes is a very famous spoken silicon valley and crossing the chasm and for those people read the book, the original book was, or not believed back in 1991. Still, it’s a, it’s a fairly old book by most standards. And in 2014, Jeff Moore, the author, [00:15:30] we published it and updated a number of the references that were in the book, but he’s just on thing, which I, I’m a just, I think there’s wonderful content. He, it’s a job out of job based marketers is not to make things easy to sell it, to make things easy to buy, not to make things easy. So, but to make things easier. But, and if you think about that, for those of us who are in marketing, you know, and then I have to really think [00:16:00] about what are all the obstacles to try, what are the obstacles that adoption was to all the obstacles to sustained involvement with a offering. And then what can I do to just tackle those obstacles in a systematic way and make it easy for them to buy it. And, and I, I share that with my students and  I can see in some cases light bulbs going off like, Oh, I thought I’d travel was to sell this stuff. And I said, no, no, your job is to make it easier to buy.

Abhijeet:          That is brilliant [00:16:30] right there. Make it easy to buy, not easy to sell.  that’s wonderful.  Jonathan, in your experience as you’ve looked at, you know, many different industries as a consultant,  and of course now as a faculty, are there stories out there that you really like from a marketing and branding standpoint? Like things that really you think are great [00:17:00] examples for anybody to sort of take lessons from?  and it could be a B to B company or B to c company or it could be a different brand.  what are some of those stories that you really like?

Jonathan:         Well, I’ll tell a story about myself, which doesn’t necessarily paint me in the best light, but it’s also indicative of the challenge that we have, you know, and understanding,  the potential of products. So many [00:17:30] years ago, back around 2000 2001, I was doing work with Samsung and I’m sure you probably know Samsung, well known, Korean based company, a diverse set of products and offerings. And we were working with their consumer products and particularly with their digital display devices. And back at that time, Sam tongue was really making a transformation of itself from a provider of analog TVs and other analog devices to more of a digital play and particularly in [00:18:00] North America. So we help them at that comments a consultant figuring out what the market entry strategy was, how they should position themselves, how they should work with partners and so forth. Project went extraordinarily well.

Jonathan:         One of the out comes from the project was helping Samsung to design its a partner relationship strategy with best buy and really helping them to explode the category of digital display devices. Very, very successful project. At the end of the project I [00:18:30] was in Korea and as part of our meetings we took a trip to the factory that Samsung has not that far from sold and they showed us a number of devices and these were devices that they were prototyping, testing out in certain markets. One of the devices was a refrigerator and at that time Samsung had appliances in many markets, not in the u s but this refrigerator. Remember this about 2001 had built into its front a browser [00:19:00] and the intent of the browser was that they could use that browser to look up recipes. I don’t know, do all kinds of different things and they’re showing us this like, Eh, I didn’t was underwhelmed and I really didn’t sink that that was going to be compelling in of itself.

Jonathan:         Samsung never introduced that product in the U S it’s competitor. LG introduced a product was not very successful. So score one for Jonathan, I predicted that product [00:19:30] was not going to be very successful. Same visit, we keep on walking around, we get to the mobile phones and they start showing me these various mobile phones and Samsung was and still is one of the leaders in the mobile phone business and they had phones, I don’t remember. Or The iPhone was introduced in 2007 so this is long before the iPhone and other smart phones really took precedent and they’re showing me these phones and one of the phones has a phone and a camera built into it. [00:20:00] So I say, why would anybody ever need a camera in a phone flash forward right here we are 2019 like who has, who doesn’t have a camera and phone? And what I didn’t understand at the time was that the purpose of that phone in the camera then, well if not to displace that single lens reflex camera that somebody had had, it was a way for [00:20:30] somebody who had that phone to say, Hey, I happened to be in a cool spot.

Jonathan:         I’m snapping a picture. I’m going to share that picture with people. And this is long before we had Instagram or anything like Facebook and other kinds of sharing things. And what I discovered was I wasn’t thinking about what I should have. Why would somebody use a camera and a phone if not to take a great quality picture, but it’s to communicate, you know, a sense of immediacy. And obviously over time the quality of the cameras have improved [00:21:00] tremendously. So now it is competitive was single lens reflex. So, you know, we, another thing we read, one of my classes is clay Christianson’s work about innovation. And I remind the students that innovation is all about understanding the job to be done and the job to be done that I didn’t understand back in 2001 was not about taking the grit based picture in the world. It was about creating that sense of sharing an immediacy of I happened to be here, look at me, I’ve got my camera, I’ve [00:21:30] got my phone, and you can share that with me.

Abhijeet:          Totally agree and great stories there. and by the way, Clay Christensen, thanks for mentioning him.  I think the book is competing against luck. I think there’s also a couple of videos often on youtube jobs to be done. I’ll put those in the show notes. fantastic stories. It’s really wonderful that you wove your personal story with a brand stories and a [00:22:00] yes, we all have cameras,  on our phones now. We are, you know, now that we are into a personal space, Jonathan, can we move into a little bit of your personal side with our favorite skin? Okay. All right. So this is our favorite game. So we will ask you questions about your favorite things and you’ll have to tell us, you know, what are your favorite things and why are those your favorites? So we’ll start now with your favorite app.

Jonathan:         My favorite [00:22:30] app, so probably the app that I think is incredibly cool is something called spot hero. I don’t know if it’s an all markets in the United States, but basically it’s a way to find a parking garage. So it started in Chicago and if you’re looking for a place to park, you go to spot here, you book the parking spot, it gives you a code that you can then have scanned by the machine at the garage. And typically it literally is a spot market [00:23:00] for parking spots. Typically that the charge that you will pay is anywhere between 60 to 30% of the posted rates go. A great way to find parking, but also great way to save money, you know? And so I just love it because it does job, which finds me a place to park and saves me money.

Abhijeet:          Oh that’s great. Love. Love it. I’m going to download that one. I don’t have spot hero currently, but I will make sure I get it.  let’s move to the next favorite. [00:23:30] Your favorite book.

Jonathan:         Favorite book. it’s probably the book that I haven’t read, but I’ll tell you, I read something recently which I a my new favorite business book and that is bad blood and bad blood is a book about Theranose and it was written by the Wall Street Journal who basically blew open a, the whole fraud, if you will, with fairness. And it’s just, if I could detective stories who spent novel, what’s going to happen [00:24:00] next. And he just does a wonderful job, both because the story is a riveting story, but he was also the one who exposed the fraud that went with her nose. And so he plays a critical role. So two thirds of the book is what happened. The last third of the book is a whole, his personal Wildman and exposing this with the series of articles that he wrote for the Wall Street Journal. And then at San, so as you probably know, there’s a podcast on Theranos. There’s an HBO [00:24:30] series on Theranos, but the book bad blood definitely worth it. 

Abhijeet:           Bad blood. Awesome. I’ll put that in the show notes as well.  let’s go to the next favorites topic. And this is about your favorite quote. So my favorite quote is from Condoleezza Rice. Condoleezza Rice was the former provost at Stanford University, Secretary of State, and I believe she’s back at Stanford. Brilliant woman, regardless of whether you agree with all of her politics, [00:25:00] but she has a quote and she has said a number of times in slightly different form, but the gist of the quote is what at once seem impossible in retrospect, seems inevitable. What at one time seemed impossible and retrospect seems inevitable and what she’s talking about. And she was referring to geopolitics, which we see a situation and it is what [00:25:30] it is. If we went back in time, whether it was five years, 10 years, 15 years, and somebody described that it would be very hard for us sometimes to imagine that taking place.

Jonathan:         But then, you know, after all takes place, of course it happened. So I, I’ll, I’ll tell a little personal story. I remember back in 2007 when Apple introduced the iPhone. Once again, I say, what business does Apple have being in the phone business? Because that was so far field. Now of course I didn’t realize and many [00:26:00] of us didn’t realize the ways that we use our iPhone, other smart phone today is so different than how we were using phones before. So we probably spend less than 1% of our interaction time with our phone speaking on the phone and much more about using apps and communicating with people and so forth. But if you go back to 2007 when the iPhone one was introduced, it would be pretty hard to imagine this state that has existed in [00:26:30] today with now the iPhone 10 and all the advances that have taken place in terms of the cam or the apps, the network, the ecosystem, and so forth. So on these rise, Condoleezza Rice is a quote about what once seemed impossible. Now in retrospect seemed inevitable. I just love it. And talking about innovation.

Jonathan:         Absolutely. And you’re so right because that can be applied to, to marketing, to product, to services. I mean, who knew maybe even five years ago [00:27:00] that we would, let’s basically get into cars with strangers and they would drive us around town and all, all of this happens on our phone, which is a pretty phenomenal, and that’s Uber and now you see Uber everywhere as Uber for babysitting, Uber for lawnmowing and then the model has just exploded.

Jonathan:         Well, it’s become one of the things where people describe a new business as this is the Uber of, right? AIRBNB is the Uber of hotels. So it’s very easy for [00:27:30] us to kind of, it’s not just a company, but it’s also a metaphor for a business model that can be applied to so many other sectors.

Abhijeet:           Yeah. So true. Cool. Well the next one is what’s your favorite restaurant?

Jonathan:         Okay, so I thought about this one. I know that you were going to ask me this question. Probably my favorite restaurant is a restaurant called Pesh watery and it is in the IPC hotel in Mumbai. [00:28:00] And they have a dish which is,  a lamb leg of lamb dish and the lamb is cooked for over eight hours. It’s the most tender thing in the world. Anxious, absolutely, absolutely delicious. But if you can’t get all the way to Mumbai, there’s wonderful restaurant here in Chicago that I could walk to called North Pond. And North pond is a terrific restaurant as well, and it just has an atmosphere of sitting right. Literally I’d one of the ponds within Lincoln Park, which is gorgeous, [00:28:30] and the food and serve, it’s a wonderful as well.

Abhijeet:           Awesome. And maybe because of this interview, that restaurant starts to get a lot of traffic. Okay. Good deal. We’ll take you for sharing your favorites with us.  Jonathan, why don’t we dig into your sort of career angle a little bit more,  over the years, are there certain sort of strategy techniques,  that you’d like to share with us with respect to managing careers?  and [00:29:00] it could be something as simple as, hey, this is my daily routine and, or my, the moment I wake up, these are the things that I like to do. Or it could be certain techniques or strategies. Maybe it could be certain type of, pattern recognition that you see around you.  what are, what are some of those things that you’d like to share with us?

Jonathan:         So once again, I think if we go back in our Condoleezza Rice quote, a lot of times we see [00:29:30] as we two things in our careers, some of the antecedents from other things that we’ve done earlier in our career, but sometimes it’s hard to know where they might lead to. It’s only in retrospect that they seem that they all kind of fit together. So,  yeah, I, I came to a point in my career where I started to think about these are a set of skills and experiences that I have as opposed to jobs and what kind of skills and experiences do I [00:30:00] want to build and how can I take those things and bring them to the next job I have as opposed to what’s the next job that I’m going to have. And,  well, what I find is that there were some, when I was consulting, I worked on some projects I hated, absolutely hated the project, but I got a set of skills that turn to be, how to be invaluable.

Jonathan:         And some other projects. You know, I’ve had some jobs, which little did I know that I was going to wind up in marketing, 40 years ago. But [00:30:30] as I started to work on some things, I realized that some of the skills involved in projects that I had done led themselves to a career of marketing. So, I’d say the first thing is think about skills and experiences as opposed to jobs. The second thing is, you know, particularly at a time when, you know, life sometimes seems overwhelming and we talk about work life balance is a, I don’t think that the very good way for people that think about their careers. I think people need to think about [00:31:00] work life, tradeoffs. And we make these trade offs all the time. And I think some people think, well, somehow I will magically get to this point where I’m balancing all and,  you know, on this she saw the balance beam and so forth and I’ve got it nailed.

Jonathan:         And you sometimes listen to people who have been very successful and they told their story about how, you know, they’re at the kids’ soccer game and then they, you know, back at 10 o’clock at night, then they’re doing a conference call with Asia and [00:31:30] then, you know, they get up at four o’clock in the morning so they can do their 10 k run and so forth. And you’re, you feel overwhelmed because you know, you will never measure up to that. And you, God bless those people who have managed to get there, who live so finely tuned or that they could fit all those things. And that, that’s never been my case. So I do think it’s, sometimes it can be misleading. So I tell people what I’ve learned is that you got make [00:32:00] tradeoffs. There are times when you’re going to say, I will go to that baseball game.

Jonathan:         I’ll go to the soccer game and deal with the consequences. And there will be times when,  I’ve got to stay and I got to work and so forth, but I can’t have it all. And I, I think that the illusion, but going, you know, just pushing that a little bit further, I do find the more that I share, the more that I’m open and transparent about some of the things I’m trying to trade off the better [00:32:30] it plays in my sort of marketplace of colleagues and friends and employers. And if I tried to kind of keep it all myself, and I’m not going to tell anybody, sometimes people don’t understand why you make the choices you do. So having that discussion with them, not necessarily assuming that therefore they’re going to say you have permission, but just so that they’re, that you build that awareness, I find that that awareness and creates more sympathy and empathy for the tradeoffs that you make.

Abhijeet:           Absolutely.  [00:33:00] great nuggets there, Jonathan. So this concept of looking at jobs as skills and experience that you’re gaining and not as a job so that you can figure out a, how can I package these skills and experience for the next experience that I’m going to have. It’s a, it’s a pretty phenomenal concept and I love your, sort of rewording of, it’s not a work life balance. It’s work-life tradeoffs, maybe even integration and being open about [00:33:30] it. And so that you can have the right conversations and make sure that people understand your perspective and where you’re coming from and that really helps and love that. And so, so let me, let me dig a little bit into sort of your, sort of method of preparation, if you will. So for example, let’s say you’re getting, I mean, you, you teach all the time, you make big presentations.  do you, do you, is there like a special preparation that you [00:34:00] generally have for like a big meeting or a big presentation that are about to give? like is there a method to the madness?

Jonathan:         I mean, I’m somebody who tends to be what we would call belt and suspenders type A, I tend to be overprepared. I tend to like, if I’m going to do a presentation, I want to know exactly where am I going to do the presentation. I’d want to show up early. I want to see the room, et Cetera, et cetera.  and [00:34:30] I get nervous before presentations and I think that being nervous is a good thing, not to the point where you’ve got so much anxiety that it becomes paralysis, but having a bit of nerves and then you just have to remind yourself, oh, I’ve done this before, I can do this again and so forth. But I think, yeah, I watch when I go to a presentation, I watch people present and I say, what are they doing [00:35:00] that really works well and how can I think about adopting that into my routine and what are they doing that doesn’t work too well?

Jonathan:         And how do I make sure that I don’t do that? Because sometimes I’ll see myself and then I’ll say, oh my God, it’s just like me. But you know, at the, at the end of the day, your PR, your presentations are, you know, it’s an individual performance and you have to figure out what works for you. I’m never going to be the loud chowder, the exuberant [00:35:30] yeller and everything. That’s just not me. But I, I have learned through watching other people and saying, oh, that works, that works and so forth. So the, the big advice I’d give is less about the way to prepare for presentations is to study presenters. And it’s not about including yourself. I mean, there’s nothing more horrendous than watching yourself on TV and seeing any, you go, oh my God, but it’s, but when you go to other presentations, you want to hear [00:36:00] the content, but what works?

Jonathan:         What are the techniques, the things that they do that resonate and whether it’s how they walk, how they hold themselves, what pitch they you were, they use, what visual techniques and so forth. So I’m a student of presenters and,  I think I’ll be a student for the rest of my life. That’s a wonderful idea of observing great speakers as well as not so great speakers [00:36:30] and constantly learning, about sort of all of the various attributes of speaking,  and of presentation.  so thank you for, thank you for sharing that as we, as we close here, Jonathan.  do you have any message for career nation, any advice, that you’d like to give?

Jonathan:         You know, I, I’m a runner and I run over 25 marathons. I’ve done long distance relays and so forth. [00:37:00] And a lot of people are fond of saying, well, you know, it’s a marathon. It’s not a sprint. Most of the people who say that have not run a marathon, I’ve run a bunch. Every marathon I’ve run has been different. Some have been hard and some have been incredibly hard and some have been fun and some less so fun. And I just do think, you know, the, the, the challenge for me and I think for others sometimes is, you know, we want to always be perfect. [00:37:30] We always want to run the perfect race. We always want to, you know, have everybody, you know, clap for us after we finish your presentation. We always want our recommendations to be perfect and so forth. And, and we tend often to, when things don’t go so well, either discount the thing or we want to somehow downplay those things.

Jonathan:         And I may obsess about this stuff, but I’ve learned something [00:38:00] several years ago when I was doing a, a different book called the brand resilience. And the, the whole book is about incidents that people may have with, something goes wrong with the brand and how to brands recover from those setbacks. And I do think it’s important, to do what in the military, in the u s at least they would call after action reports when something doesn’t go so well. Can I take a deep breath debrief? What happened? [00:38:30] What could I have done differently? How do I make it better next time? And painful as that might be. Because a lot of times we just want to close the book on something. So,  you know, doing that, I’ll call after action reports, but the, you know, the post action, what happened that group and how can I learn from these things.

Jonathan:         And so the biggest career advice is, you know, nobody likes failure. Yeah, I know. And so kind of ballet sometimes, you know, [00:39:00] [inaudible] to say, fail forward, fail fast and so forth. Nobody likes failures, but,  what’s worse than failures or failures that you fail to learn from? So,  I think a notion of, you know, how do we get better at learning? I mentioned before about learning from other presenters. You know, we, we’ve gone be, you know, learning from everything we do. So, you know, my mantra lately has been learned fast. How can I learn [00:39:30] faster?  and I find that, you know, as I’m in a completely different career than the one that I spent last 20 years in, which was consulting and now I’m teaching, even though there are a lot of skills and experience through that transfer over, I’m teaching something very different than what I’ve been doing for the last 35 plus years. And Joe, I’ve had to become a not only teacher but also a student.

Abhijeet:           Fantastic advice, Jonathan. [00:40:00] I think this whole topic about,  sort of learning from failures and then I love that post action report topic that you mentioned and sort of reflecting on those failures and learning from them allows us to become better professionals. Thank you so much for the fantastic advice. Thank you again for making time for the show. We wish you all the very best and we will see [00:40:30] you next time on Career Nation Show. Thank you, Jonathan.

Jonathan:         Thank you. And good night.

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