Getting Ahead

So whether you've done this exercise or not, bare with me and play along. I want you to stop and think about three elements. Performance (P), Image (I) and Exposure (E). For each of these, I want you to think about how much time you spend doing each at your job/at the office. Put down some numbers so they add up to 100%. For instance, you might end up with something like this:

P 60%
I 10%
E 30%

Give this some real thought. Think about specific instances where you've gone out of your way and made a conscious effort to present yourself in a certain manner - or to get an audience with influential folks in the company/executives. Do you think you've achieved success in your career? How much of that success do you think can be attributed to each of the areas in your PIE?

Now that you have that squared away, ask yourself one more question - if a nationwide survey went out to Fortune 500 companies asking key executives what the breakdown would be for the candidates they promote, what do you think that would look like? Well a survey was done. The results: P=10%, I=30%, E=60%. THAT, apparently, is the formula on how to get ahead.

When I first read this, the first thing I thought was "I'm not surprised." You might be saying the same thing right now - you might have even guessed the numbers correctly. But if that's true, and your numbers were not even close to those, then why? Are you really not surprised? Do you really not care?

If your numbers don't match, like most people, why do you choose to devote your time on things that won't help you in your career? Or are you a "purist" - in that you want so badly to believe that performance should be the heaviest weight - that promotions are truly based on merit and effort - that you make that your primary focus?

Should it matter? Does it upset you? I mean, call it out in clear words: you will get further in your career (for most careers) based on how you dress, how you handle yourself, how and when you communicate and position yourself/getting the right opportunity to meet and work with people higher up in the organization. Oh, and if you do a good job and work hard 4 hours of your 40 hour week, that might help too. Alright, so it's not that literal - but the survey does clearly show that you need to pay attention to all that corporate bullsh*t - how you dress, how you talk, accepting that invitation for drinks with the boss, playing golf with the execs.

What shoes or shirt you wear will likely have a greater impact on your ability to rise up the corporate ladder than how well you do your job. That's a fact. Doesn't mean you can't be successful by working your tail off - just shows that at some point, if you don't make a conscious effort to shift your focus from P to I and E, you are likely to hit the ceiling in your quest to find opportunity.

Do we whine about it? Do we try to start a company where this sh*t doesn't matter? So here's my take on this - and I do urge you to comment on the post with your own comments. There's actual merit in this formula. Yeah, do I wish performance counted more? Sure I do. But let's take a closer look at these other elements. Let me "twist" the definition of image and exposure for a moment - perhaps talk about them in a way that you haven't considered.

Image (I) includes being careful of how people perceive you - by knowing your audience when you talk - by listening and giving others a chance to be heard - by being respectful - by creating a view of yourself in others that you'd be proud of - to create a reputation where people want to work with you - so that they have only good things to say about you - to their peers, to your peers and to others higher up in an organization. It's not just about how you look, what clothes you wear or how you do your hair.

Exposure (E) is making the most out of opportunities with those that have the influence in the organization. If you want to have more impact and carry greater influence, you need to let those that are already doing it get to know you better - and build confidence in you. It's about being able to get the most important information to the most important people - and getting the key point out in a heartbeat. It's not about the quantity of the exposure, perhaps - but the quality. You get in the elevator with the CEO - you have 1 minute to make conversation. Do you stand quietly in the corner, nervous and simply say hi if at all? Or if he/she asks you a question, are you prepared? You should want to knock him/her right out of her socks - leave the best possible impression.

I guess my stance is this - you can be a "hater" and spin these terms and those numbers so it makes you seem like a victim because you "refuse to play the game." Or you can think about the elements in new way - one which might not compromise your true value or purist viewpoint. Is it possible that image and exposure should be more important? Turn the PIE into something positive - realize that people will have an opinion of you based on how you present yourself - through a composite collection of your actions and words - your interactions with them - your "image". You have to manage this - and you have to reach out and extend what you can influence to higher parts of the organization - to make the most of every opportunity. Become someone that others trust and look to to lead, and you will show those with the ability to promote you that you're worthy.

In summary, I'm curious as to where people stand with their own PIE charts, and if they are different from the survey numbers. Do you care if they are different? I'm curious as to whether you might change the way you go about your job because of this post. Unsure? Worst case, shine your shoes...can't hurt either way.