Executive Career & Job Search Resources

adviceMy predictions from the 1990s and beyond about the disruption of “careers” and “work” have been coming true at an increasing pace, so here I’ll offer a quick retrospective of key trends as well as numerous how-to resources for using these disruptions to your advantage. Disruptions change the rules. Although most people don’t like “the rules” at times, we all take comfort in them because we have a clue about how to manage and get what we want. No one likes to feel clueless, but that’s how disruption causes most people to feel, so they try to avoid it. However, by facing the world head on and understanding the profound economic and social changes that are happening, you can see where the proverbial puck will be and skate there before most other people. Let’s go!

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B2B Executive’s How-to Guide to Social Business

B2B Executive’s How-to Guide to Social BusinessThe B2B Executive’s How-to Guide to Social Business is an executive primer on developing B2B relationships much faster and cheaper.

If you have been on several “social media” platforms as a firm or individual for some time but feel that you’re barely scratching the surface, this guide will help you boost your results significantly because: its goal is to help you develop B2B relationships more efficiently, instead of “selling” yourself and it shows you how to use B2B-oriented platforms in concert to increase leverage. If you would like some background on the profound distinction between “selling” yourself and focusing on relationship, “Social Business Disruption of B2B Sales & Marketing” crystallizes it in 8 minutes.

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Executive's Guide to Blogging

Three-Step Executive's Guide to BloggingThis Executive’s Guide to Blogging offers executives a pragmatic, conservative approach to blogging. For years, now, I have beseeched all the executives and “knowledge workers” I know (that’s thousands) to blog, so please consider this as part of that campaign—with benefits (because this is a how-to post). Here’s why: In the Knowledge Economy’s pervasive digital networks, you are invisible unless you come across people’s screens regularly. And, while you are invisible, your potential business partners are seeing people who do flit across their screens. If you aren’t there, you are in a bloody ocean that gets smaller every year. Don’t stay in, the water is not fine. Please understand that I’m stating this as a simple fact. I’m sure you’ve read books like The Long Tail, which describe how we are all publishers now, that is, those of us who decide to use the free tools at our disposal.

Blogging is 21st century thought leadership, which is table stakes in the Knowledge Economy. Your thoughts represent and “scale” you, so they help you to connect with people with whom you […]

Using the Relationship Value Map to Optimize Your Social Networks

Using the Relationship Value Map to Optimize Your Social Networks is a step-by-step approach to prioritizing your firm’s interactions in social networks to significantly improve the return on your team’s time.

Using the Relationship Value Map to Optimize Your Social Networks: trust vector

CSRA’s Relationship Value Map is a simple but invaluable tool you can use to organize your social networks to meet your personal or business goals better. Its Interest and Trust vectors intersect to create four quadrants for your connections. I designed it when working with individual executive clients in 2009, but CSRA uses it with enterprise clients as well, especially those with direct (B2B) sales forces who need to prioritize their relationship building activities.

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Behind the Scenes with Facebook Pages' New Pre-Moderation Control

Behind the Scenes with Facebook Pages' New Pre-Moderation ControlFacebook recently released a new control for Pages that acts like blogs’ pre-moderation setting: when a Page admin activates it, Likes’ (Fans’) “organic” posts will not appear on the Page’s Wall until an admin specifically approves them. Read on for how to decide whether to use this control with your Pages as well as my interpretation of how the new control helps to reveal Facebook’s emerging business strategy to maximize the impact of its IPO.

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Quick Insights on

conversationsIn Mastering The Uncomfortable Art Of Personal Branding, Amber Mac provides some valuable insight into how individuals can engage people by sharing a mix of personal and professional details on their social media profiles. She sites @garyvee. The post could have been more valuable if it had mentioned several use cases and the importance of knowing your audience.

Moreover, individuals engage more effectively when they are clear about whom they’re trying to engage. For example, imagine yourself across the table with two of three of your stakeholders at lunch, what would you talk about? Those are the kind of details to share. Not random things. Another of the post’s valuable points: weave the things together in terms of a story. That will help people relate to what you share and remember you better. We covered this in more detail here: http://bit.ly/blogtwjob2 – see the section under “use scenarios”

Evolving National & Global Recruiting and Sales with Social Business

Evolving National-Global Recruiting and Sales with Social Business shows how firms can increase quality of recruits and sales leads while cutting costs.

Evolving National-Global Recruiting and Sales with Social BusinessSocial networks can help organizations, whether commercial, nonprofit or government, to significantly improve their efficiency in business processes like recruiting, sales and service. This is what we call “Enterprise Process Innovation” because, by using social networks to create and nurture relationships with alumni, your employees can diminish the time required to accomplish tasks within these processes. It’s well known that most alumni, former employees, move to firms that are related to your business (adjacent in the value chain) or complementary in some way. Yes, some move to competitors, but they are usually in the minority. Social networks, by significantly reducing the cost of having relevant, quality conversations, make robust employee-alumni networks actionable as never before.

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How to Create More Career Opportunity in 2012

Many employment or career-related discussions contain a feeling of gloom and doom, but I have noticed a paradoxical market development: that the unpredictable and volatile economy that affects all businesses and careers is actually driving more demand for expertise, but the demand doesn’t look the same to companies or workers. Here I’ll explain how this works, but even more important, I’ll give you some practical tips on using the market to your advantage (featuring social technologies).

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B2B Customers Getting More Social Fast: How Marketing and Sales Can Evolve

B2B Customers Getting Social Fast: How Marketing and Sales Can Evolve explains how clients/customers are smarter and want a new kind of relationship | The new economics of business reputation

B2B Customers Getting Social Fast: How Marketing and Sales Can Evolve: evolutionWhile preparing to launch Social Business Services for B2B Sales in January 2012, I have been engaged in its Ecosystem Audit. I have plumbed online conversations about B2B Sales and Marketing adoption of social business (erstwhile social media). I have been struck by a recurring realization: a large part of Marketing and Sales as we know them is significantly out of alignment with B2B customers. Social business is permeating customer networks throughout the economy and changing customer behavior and expectations. This has created a rare opportunity for B2B marketing and sales people who understand and respond ahead of the market. If I’m right, this could be one of the most important posts you read this year.

Two quick examples of misalignment: one of Marketing’s underlying assumptions is that it is not economically feasible to have large-scale one-on-one customer conversations, so marketing must achieve […]

Using Social Networks for National & Global Recruiting and Sales: Three-Stage Adoption Model

Using Social Networks for Recruiting and Sales shows how firms can increase quality of recruits and sales leads while cutting costs.

Using Social Networks for Recruiting and Sales: Alumni-Driven Adoption ModelSocial networks can help organizations, whether commercial, nonprofit or government, to significantly improve their efficiency in business processes like recruiting, sales and service. This is what we call “Enterprise Process Innovation” because, by using social networks to create and nurture relationships with alumni, your employees can diminish the time required to accomplish tasks within these processes. It’s well known that most alumni, former employees, move to firms that are related to your business (adjacent in the value chain) or complementary in some way. Yes, some move to competitors, but they are usually in the minority. Social networks, by significantly reducing the cost of having relevant, quality conversations, make robust employee-alumni networks actionable as never before.

All organizations (I’ll use “firm” to denote for profit, government and nonprofit) have business processes that benefit from relevant insight and introductions from other people: insight about the situation of the prospect, where the best sources of new recruits, […]