| > | | | | First a plan can be of enormous help as long as you |
| Leverage by Alvah Parker | | | | write it, use it and update it as necessary. Whether |
| Cassy was an employee of a nonprofit who had been | | | | you are writing a career plan, job search plan, territory |
| at her job 5 years. She came to me because she felt | | | | plan, practice plan or business plan, look at it as |
| that the organization she was working for didn’t | | | | something you are going to use. So many people |
| value her and was upset because others had been | | | | shove the plan in the draw never to be seen again. A |
| promoted but she had not. | | | | plan might take several hours to write but then you |
| By the time we began to work together she had | | | | have a clear view of how to move the rock when |
| already written her resignation letter and asked me to | | | | you are done. |
| review it with her. Her letter was not an angry one. | | | | Another idea for leverage is to develop strategic |
| She even thanked the organization for the training she | | | | partners. These are people who can point you in the |
| had received that had enabled her to have some | | | | right direction. They might introduce you to someone |
| notable achievements. | | | | who is hiring or know people who need your product |
| After I read it I asked her to think of one skill that she | | | | or service. They may be in a complimentary industry |
| hoped she would get from her next position and | | | | and be willing to recommend you or your service to |
| weave it into the letter so they would know why she | | | | their clients. Think of strategic partners as people who |
| was leaving. She chose to highlight leadership skills and | | | | are holding the lever with you so you can move that |
| in the letter said she was leaving to find a position that | | | | rock farther and/or faster. |
| would allow her to develop her leadership skills. | | | | Use your accomplishments for leverage too. They |
| You can probably guess what happened? The | | | | give you credibility with customers or hiring managers. |
| organization offered her a job managing a team | | | | Cassy’s letter of resignation underlined what |
| immediately. Her manager said he thought she | | | | she had learned in her current job. She leveraged what |
| didn’t want to be a manager. The immediate | | | | she had for an opportunity to learn something new. |
| offer was because he didn’t want to lose her! | | | | Take Action: |
| The third step of my Value Program © is Leverage | | | | 1.What small action can you take in your work or |
| and by leverage I mean a small shift or change that | | | | personal life that will result in a big move forward? |
| can produce big results. The small change Cassy | | | | Write down what you want to accomplish (the result) |
| made to her letter got a much bigger result than she | | | | and brainstorm ideas to move forward quickly or |
| had even dreamed about! | | | | dramatically. Try brainstorming alone, with a friend and |
| The word leverage comes from the word lever. I | | | | or with your coach. |
| always picture a big rock with a big metal bar under it. | | | | 2.Write or update your business or career plan for |
| If you push a little on the metal bar you can move the | | | | 2005. What will you be doing to move your business |
| rock. Without the big metal bar (the lever), the rock is | | | | or career forward? |
| just too big for you to move. | | | | 3.Check your address book and business card |
| Clients often come to me because their business | | | | collection. Look for strategic partners who have helped |
| isn’t building fast enough or their job or career | | | | you in the past or who you think can help you know. |
| search is bogged down. There is a lot to do when you | | | | Make an appointment with them to discuss your idea |
| are starting to build a business, practice or a career. | | | | for working with them. |
| Results may come slowly. Leverage is key. As you | | | | 4.Make a list of other ways to leverage what you |
| look at all the choices of steps to take you will want to | | | | already have in your business, career or job. I’d |
| ask yourself, What small step can I take that will | | | | love to make a list of ideas on using leveraging in |
| produce a big result? | | | | business, career and life. If you are willing to share |
| Of course there are an infinite number of answers | | | | yours, please send them to me at 5. Talk about |
| depending on you and your business. In my experience | | | | leverage -- Read Barbara Corcoran's book "Use What |
| though the following three offer leverage to most | | | | You've Got and Other Business Lessons I Learned |
| people: | | | | From My Mom. |