Don't Forget Your Keys

Introduction You don’t know what you don’t know, but others do. Once you know, you know who knows and who doesn’t know. This could be carried on ad infinitum; however, consider yourself spared. The others, the ones who “know,” are ultimately responsible for your business success. The decision-makers are behind doors that are virtually locked, perhaps even bolted shut. Without the keys to unlock those doors, you can consider your future business success in dire jeopardy. Some well-educated people, even those who have advanced degrees, believe their academic achievements are the keys to their ultimate success. Nothing could be further from the truth. The fact is that no matter how technically trained, highly skilled, and heavily credentialed you are, the keys to your success are found in your soft skills, or how and what you communicate along with the image you project. Even when your voice is still, you are communicating volumes. To make certain that what is being communicated is what you want others to acknowledge as key-worthy is, in fact, a key in itself. How frustrating it must be to have achieved so much and to hold long-term goals and aspirations only to become aware you don’t know what it takes to open the doors to a successful future. The concepts of a great education, technical expertise, wit and a burning desire to succeed are fundamentally acceptable. The hard work of discovering how to move from vision to reality is quite difficult for some of us. Which keys will make a difference? How do you acquire them? Why do doors open for some and not for everyone? Failure after several attempts to get through the door to decision-makers can become a blow to one’s self-confidence. Shattered dreams of success will destroy the possibility of a bright career. Without knowing where to turn for answers, even the most optimistic and assertive among us tend to become self-conscious, even embarrassed, as doors open all around for others while we fumble at the lock. Fortunately, the following pages are designed to bring some resolution to this quandary. As you will soon discover, a primary factor in your success in opening the right doors is using the right keys. Using the keys proficiently becomes your professional presence. Knowing how to communicate your message and perform confidently, in any situation, are amazing confidence-building tools. They are at the core of your soft skills and key factors in determining how many doors ultimately will open for you. As a corporate trainer, executive mentor, and nationally syndicated columnist, I have developed messages on the subject of professional presence that are resonating with executives throughout the world in many industry segments. These are the individuals who “know,” and they also know who doesn’t. These executives have professional presence and are often the ones waiting to extend, to you, the ultimate greeting as the door opens for you. They are the ones who will nurture a professional camaraderie as you carry your new standard. I’ve had the opportunity to work closely with upper-level managers of many companies who have asked me to assess staffers and identify what would take them to the next level. The overwhelming shortcomings – seldom addressed in personnel reviews – are the differences between social and business etiquette. Although these two go hand in hand, they are quite different. Most of us were raised learning social etiquette from our parents. It just doesn’t always work in business. Professional presence is being familiar with and using the protocols necessary to conduct business globally in today’s highly competitive environment. One must know how to make business introductions, network properly, and understand the nuances of navigating a business or diplomatic meal while also wearing the appropriate business attire. Each protocol or rule is a determinant in selecting the right key. Consider carefully that the passages in this book reflect not only my experience, but also that of those active in the decision-making process. The management hierarchy, the human resource door guards or sentinels, and the executive recruiters are the ones who will evaluate your potential. The bottom line is that you and your peers are being assessed on factors far beyond your technical abilities, personality or past performance. To get through certain doors, the most coveted ones, you must embrace and embody a more powerful quality that defines your personal presence. That quality is civility, a century-old practice founded on respect for yourself and others. It is the key that will set you apart from your competition. After you read the offerings and guidelines in this book, you will know and understand what others don’t. You will be able to reach your true potential in the competitive global battle for talent. Leaders seek out, select and promote those who “know.” You will now have the keys. Don’t leave home without them!