open for business
And what do I mean “open for business”? I want to make two clear points in this Blog entry. One, we all are sales people. Two, with found us I never stop selling, never stopped selling, and look forward to uncertainty. Thus we are always “open for business” and need to be aware of this.
Question: Are we selling? How are we selling? What about uncertainty?
We can all sell something, we can all sell ourselves, we can all sell for another. But what and how are we selling? Life is a game of sales, where each and everyone of us must realise they sell all the time. We can all wear masks, after all Shakespeare himself said “All the world's a stage, and all the men and women merely players” (Act 2, Scene 7 As you like it.)
found us
I currently hunt (sell) for head hunting briefs and candidates. and excuse the alliteration. I make it my mission to find good honest ethical senior people in the Advertising, Marketing, and Media verticals. And to deal with good, honest ethical people and their companies who wish to grow and give back. They need talent and talent needs them. My mission is to put these two types together so creating a mutual relationship of benefit - do not hesitate to give me a try. I do this by being able to adapt to people, places, and things - read below for more on this. I may wear a mask to facilitate this bringing together of people; the “helping you, find them” is the foundation of found us.
I have a knack for spotting people, opportunities, and connections.
Now onto selling. For me core to my very being. And sales does not have to be a bad thing. The British do have a funny aversion to the word selling.
Salespeople…
You have to realise that life is about selling yourself, not I hasten to add in a literal fashion. You may sell your personality to the person serving you coffee before your train to work, to your children in a gentle or angry manner, to your boss in order to obtain a desire or need, and so it goes on. Your wear the mask that Shakespeare and Society commonly talks about, with you the person behind it.
Who am I? You must always, every day, ask who you are as you move through life. Behind the mask has to be someone…
What masks do I wear and do you let people see behind them? Is the mask you wear a true reflection of who you wat to be? This is vital for people to see, realise, and understand you since this mask at any one time is an expression of you. A mask of empathy for a troubled person creates synergy and underlies you as a giver. A mask of heartlessness does not lead to synergy and belies what lies underneath and what people see of you (and in this case it ought to be for you to examine your inner Soul.)
Do question what negative masks you wear. Is it one of arrogance, or of hate for example? Look behind these masks you may wear to see what changes you need to make, or simply why you have worn such masks. Negative masks do not warm people to you and are not conducive to selling. Remember you are always on stage and what impression do you want the audience to see with the mask you wear, and what actor (the person who you are/aspire to be) are you behind the mask. Do people use the following? “He is kind, she is thoughful, I like running things by him” by way of example. We can create one true actor (ourselves) and characters to meet people and situations on top of our ourself, or our actor. It is our choice to focus on the selling.
Anyway enough of the metaphysical. Point is to always remember who you are or wish to be, to then express yourself through your sales masks as you seek to acquire what you need or desire. Remember you are selling who you are, how you feel, what you want at that moment in time; even if it is to your Mum.
You sell all the time in life to obtain what is needed. But also always remember the foundation of this - it has to be bilateral. What is it that you give to the other for them to give to you? This is the contractual side of every relationship, every human moment during the day. Right down to you moving out of the way of a stranger in the street who also does the same - a human contract of mutual interest has been formed.
What are you selling?
People don’t always know what you are selling, or for that matter want it…
You may have sussed out who you want to be and the masks you may utilise, and in theory selling yourself. But what if you are selling something outside of you? Most of us work for other people and organisations and we sell ourselves in that environment, culture, or what a company provides by way of good or service.
You cannot sell something that is crap or riles against your morality for example.
So, we must always examine what we are selling, for if we have no faith then our mask slips and we cannot create relationships, and people in our personal and work spheres buy from people they have a connection with.
Uncertainty
Always in life, for life is constant change and flux. And we should accept this and enjoy the ride. If we think about selling and bring it from the unconscious into the conscious as we polish it and refine it, we are able to handle life’s uncertainties, and can act on a pin head in a interpersonal situation that may change on a whim.
Today is a good day to…
Well it is Thursday 16th and I sit at home on a damp and chilly day having decided to type up a Blog entry as it has been a while. Claire, my wife, is at home downstairs on strike from the school she teaches at.
For a variety of reasons, which I won’t explain here as it would lead to a long Blog entry, I have been somewhat silent since I suppose Q4 of last year. I have re-emerged, and today thought it would be handy for myself and anyone interested (or plain bored) to detail some observations on the current climate.
found us
This February saw 9 years since I incorporated my limited company and so began the journey of my own business. The business and I are still here, as are clients, as are suppliers. So what’s the “scores on the doors”?
I still work on senior level head hunting for the media, marketing, and advertising verticals. So don’t hesitate to get in touch if looking for a move, or seeking to find the “right” person for your business. I have always enjoyed this side of my work.
I work also on Consultancy “jobs” for clients (well to be honest, “business friends”) and get much pleasure from this. Predominately operating as a Sales and Marketing, Commercial, or Non-Exec’ Director. One notable piece of work is to grow searchup, and I am currently on the hunt for new business for them. See below for more information on searchup.
As to me? Back Fell Running, out on the bike, plus swimming. Full details if you are that bored, intrigued, or just plain nosy can be found at PeterCobley.com.
Observations
Well it has certainly been a trying time for humanity, especially those of the British Isles. We have Global winds of change including an energy crisis, Ukraine conflict, USA and China tension, not to mention the Middle East falling out of love with the West. Meanwhile back home we have Brexit finally showing its impact and the after affects of COVID.
(NOTE: I am not a doom and gloom Monkey and certainly do believe that in uncertainty and turmoil there can be a raft of opportunities.)
Presently it does seem to be the case (and I generalise) that the agency vertical struggles with the acquisition of new business. Focus from this sector appears to be on the retention of clients and their growth.
The media owner/technology vertical is tight in terms of growth. Again I generalise in that there are exceptions.
Client side vertical varies massively across sector.
I see in middle/senior recruitment a clear downturn. People are not moving nor does there seem to be a desire to hire senior staff.
Consultancy requirements are lower than expected and I rely on personal contacts.
Conclusion
Erm… bit of tricky one in terms of advice. So, what am I doing? Well I seek to trade out of the doldrums and I do that in my own inimitable way.
I make sure that I keep abreast of trends, economically and in the Advertising, Marketing, Media verticals. But, and a big but, I don’t believe everything that is read.
I contact people who I know or don’t know and let them know what I am up to. And what am I up to? I do what makes me and others happy and try my best to deliver on this. Yes I can advertise, do speaking events, network, or post for example ad nauseum on LinkedIn. But I don’t. People buy from people and I was always taught that, or read that, or just plain leant it from seeing it in action. For me, meeting and greeting and chatting with people is what I enjoy and learn from. It establishes relationships and from these business flows.
KISS - if you call or talk to enough people in a genuine way, letting them know what you are good at, and how you could possibly help them, then…. shock and horror a new contact (client if you must use that) pops out the other end, and a bilateral relationship is born . I embrace and love this approach and it works for my contacts and businesses.
Have a read of the following. I read and implemented its methodology years ago. It is one of my recommended books.
searchup - an example
A loving client and eCommerce focused business that specialises in Search, eCommerce Marketing, and Data. I thoroughly enjoy working with Terry and Craig the founders as we grow the business. And this agency paints a picture of how to thrive in a vacumn of new business as is the status quo presently.
Cheshire based searchup concentrates on start ups, and smaller businesses.
eCommerce led and bipartisan.
Strong on SEO and PPC, with deep dive Data analysis of such media and client sales metrics.
Other Digital Media is utilised where necessary for clients.
Peter Cobley has been more than happy to recommend the agency to trusted business contacts.
Why? They simply put People first. My mantra.
Good Search Marketing from Peter Cobley and searchup
It is November and we have two months left of Q4 and 2023. Thoughts are likely to be turning to Christmas sales, especially if eCommerce driven. What would they have been like in normal circumstances, let alone current trading conditions facing the UK and global economy; what with declining consumer confidence?
Such challenges can be exacerbated for the smaller growing business that does not have in-house resource for targeted Search Marketing, or its Digital Advertising Agency is not delivering a cost effective return on Search Marketing.
search up, the Search Marketing agency that I advise through found us, may be your solution.
The agency specialises in Search Marketing for smaller to medium sized businesses who cannot necessarily cover the Search Channel internally, or are not receiving return via their Advertising Agency.
searchup already works with, and delivers return for national eCommerce businesses.
The agency prides itself on its unique approach to PPC Search Marketing (also including Social Media), and importantly SEO.
Its approach is Data driven across Channels, but crucially works with and harnesses Client Sales Data and Management Information to achieve results.
I’ve seen many Search Marketing Agencies since my early days of Goto/Overture back in 2002, and decided to work with searchup based on their approach, results, ethics, and how they treat people. I was tired of “typical” Search Agencies. (I consult for searchup via my business - found us.)
Working with searchup we have achieved excellent Client results and have a look at searchup Case Studies
Don’t hesitate to get in touch for a chat, to find out more, or for advice. We are friendly, happy to help, and won’t just stick an invoice under your nose.
I can be contacted on peter@searchup.co.uk or 07876 684899.
After all it's nearly Christmas and maybe you deserve that Present you’ve always wanted! - Peter Cobley
A jolly fine show if I say so myself!
As mentioned on the Mailchimp e-mail I sent out, I’m over the Moon with how the team have performed at searchup.
I joined as a non-Exec Director to help grow a business I have faith in, and know the staff, and it’s North West based, which is where I come from. So a bit of local loyalty involved.
Brief information, call it that, on current PPC campaigns for two retailers is a worthy read.
Well, I think so. One a major electronics retailer. The other a consumer beauty retailer. They show how strong ROAS can be achieved by people who are passionate about Search, care about clients, and really get their heads under the “bonnet” of the client’s business, and form a very symbiotic relationship that works for both parties.
We are very interested in working with smaller to medium sized businesses where we can help take a hands on approach in driving commercial needs and growth. We work nationally, travel and meet up, or Zoom, but are always available. So, if you have a growing business and want an honest, nice Search agency, then don’t hesitate to contact peter@searchup.co.uk or terry@searchup.co.uk. (You are also welcome to talk to our clients to check us out.)
The ROAS delivered on both is impressive in terms of results, but simply the tip of an iceberg that involves detailed client and product analysis, sales pipeline investigation, and a study of all the data involved. That said there is a lot more to it that I can explain here. We meet people and learn about each business. Time consuming, but it works. Creative plays a major part in what we do, as does the use of tools, but feel free to contact us over this.
ALSO HAVE A LOOK AT THESE FURTHER CASE STUDIES
A fun team effort - SearchUp
So it is June and I embark on a new consulting adventure. For what seem a pleasurable number of eons I have worked as a Fellow at Lancaster University Management School. And now I am working two days a week as a Director helping grow a superb* Search Marketing Agency in Staffordshire** called SearchUp.
* You have to be able to use a superlative once in copy writing. Ahem. And it is true. Read below.
** After all I come from Cheshire, and nothing better than working near the “Mothership”.
So what and why SearchUp?
I have known for while a very nice and ethical chap called Terry McCusker, who also introduced me to the lovely Craig Griffiths who original set up SearchUp. The agency is about SEARCH and the delivery of sales return for clients, with comprehensive tracking and reporting, whilst utilising creative effectively and testing thereof. The agency has found a niche with small to medium size businesses and people who want good Search results meeting their company metrics, who cannot necessarily deliver this in house, or receive the like from larger Search led agencies. It is a style that works. This attracted me.
But what other things attracted me to SearchUp?
Honesty, integrity, and a delight in working with similar minded people and clients. Terry, Craig, and I believe in working with good people; yes they are running businesses are we do, but treat people nicely, run ethical operations, and believe in growth of a business and the people within and without. Cheesy, and copy written? Yes, but it is true. We only really want to work with nice people, with everyone in mutually beneficial relationships, where all and sundry make a bit of money and are happy.
SearchUp are damn good at the back end data, allowing clients to marry sales and business metrics with digital spend, i.e. Search (but we do other stuff - wink, wink.)
Get in Touch
Yes, this is the elevator pitch bit. We offer a range of charging models including revenue share, and rolling monthly contracts for example. Established clients have been retained for years, and new ones happy; bear in mind we choose who we can work with. Feel free to come and cuddle us, and we also like donuts.
What makes me happy? What are Dreams?
What makes me happy and what are dreams? I decided to write this Blog entry feeling that with all that's happened, is happening in this world, we all possess a golden opportunity to make and bring about change, and one’s own dreams (I prefer this to goals) and make the world a better place.
Tarmachan Ridge in the Scottish Highlands - fell running dreaming…
Part of this process is embracing happiness and from that follows the achievement of dreams.
I’m certainly embracing being happy, whilst continually making changes, and maybe this will give some people inspiration.
We all have a prime opportunity to change our happiness outlook, whilst initiating personal change, so pursuing dreams in times of flux, and in so doing help ourselves and others to a happy, productive, and meaningful life.
Traditionally we set goals (dreams), then plan behind them. Is this too formulaic and misses a key point. Namely, are we happy? Not always. I suspect goals are set around what we think makes us happy, from a peer and societal perspective. When “doing” that which does not actually make us happy we lose the all necessary motivation and direction - it all becomes a chore.
How about actually doing what makes you happy? From this all falls into place behind you. Rather than setting a goal or dream you think is what you want and expecting it all to fit neatly into place; it is happiness driving change.
Being happy in the moment, doing what makes you happy also avoids setting unrealistic dream, and over-planning, suffering defeat, and being miserable. Why not makeit up as you go along, letting the Universe guide you?
(We can also leverage the new technology we are all now familiar with in order to do this.)
Brexit, Covid, now Ukraine
The advertising industry and others have, and were hit hard. I don’t need to go into the exact details as we are all aware of how people were affected, including businesses, and countries.
I personally believe the advertising business has ticked along. I know that found us certainly did through Covid - there was business to be had but I must admit it was sparse. I do though count myself lucky in the circumstances.
That said, I am glad to be here today and working away - over 8 years since I started the business. And I still love working with people.
But I do not necessarily think the advertising industry is ramping up, I’d say more treading water. But there is hope, there has to be.
Ukraine is something that is a proverbial “wildcard” and emotionally has impacted myself and my wife, as we sit here helpless and watch utter and unnecessary carnage. Of course it will impact the advertising industry. Why? Uncertainty and it’s effect on consumers.
Being Happy - driving change
Is this a tricky one to address, and am I stating the obvious? Maybe not.
“Most folks are as happy as they make up their minds to be” Abraham Lincoln
This is an important concept. We all have choices, and one of those is to choose to be happy, positive, whatever you want to call it. I constantly remind myself of this in the current climate or I would spin downward like Icarus into the sea, the sea of sadness and lethargy. And I refuse to do that. I will only no change, no development, no growth; only stasis and ennui.
I strongly suggest reading this Forbes article called Bill Gates’ 5 Secrets To Happiness Are Surprisingly Affordable
1. Ditch your 20-year-old self and talk to your future self.
2. Follow through on your commitments.
3. Give to others.
4. Do more exercise.
5. Put love first.
It is about “doing” happy, because in being happy I honestly believe the dreams and goals, plus the money naturally follow. And please note that being happy does not mean chasing money.
What of found us?
I used the Covid et al down time to look at what makes me happy in business and work, and obviously my private life. I realise that I enjoy working with people but wanted to push more into consultancy and remove the emphasis on head hunting, whilst gearing up specifically for sales and marketing consultancy or commercial director roles, which is what I am good at and love; it involves working with people which I enjoy.
Don’t get me wrong. I do enjoy senior headhunting and continue at this. In months past I’ve placed a senior marketing role across to working on a CEO role - both head hunting briefs with a twist, where I helped look at the business commercial needs, not just the brief. As of late I am about to act as a non-executive director for a couple of days a week for an up and coming agency, focusing specifically on commercial, sales, marketing. But sales initially. And I am excited, very excited.
Dreams (Goals), Change, and Businessballs
Advertising types do have a habit of over complicating things - business plans, meetings, blah, blah, blah. To be frank I do not miss it.
Keep it simple. A goal is a dream, and you plan for it. But you have to live in the moment, letting go of the past, and of what may come.
If you have struggled with Dreams (Goals), planning, or implementing change I suggest you have a look at a well established website called Businessballs.
Specifically look at:
You need to decide what you want out of your life - holistically. Don’t divide it into work and private life. Where do you want to be and when?
Planning. So you have a dream (goal)
What are plans? It is okay to plan but don’t over complicate, nor use software or other to project manage your life. You need to live in the moment as that is all that you have. And act. Don’t worry about setbacks or risk as they are part of growth. Don’t regret the past, nor close the door on it - learn from it, don’t live in it. Tomorrow is yet to come, and don’t waste time on it. A plan is simply a task with a time that you want to achieve to reach that dream - but read Businessballs for a more formulaic approach.
October 2021. Fight, Flight, or Freeze?
Well it is Tuesday 19th October, and it commences. What commences? Erm, life. And danger. Fight, flight, or freeze?
Danger. (With homage to Bill Watterson)
I think sometimes we can crave for security and avoid risk. Perfectly natural for humans, with quite a bit of their Chimp ancestor in them struggling to survive in the jungle of life. And let us face facts, life today can be a bit of a jungle. Is it better to leg it and climb a tree than get into a scrape? And what is a scrape? A roller coaster, to a frightening presentation, to a challenging person or situation. The list is quite endless.
The standard approach of this evolved mammal is fight, flight, freeze. But I think we all know this. Well I hope so. I myself have never been much of a fighter and sit in the flight or freeze categories. Well I used to but have been lucky to have learnt a lot over the last few months which has really helped me to cope with stress, anxiety, or plain daft challenging people, or life situations, oh and the occasional animal.
I am soon to finish off The Chimp Paradox, which I have been meaning to read for a while. But never had the time and was, if honest, a bit loathe thinking it one of “those” books. But in hindsight, with 30 pages to go, it has been an informative read and quite a useful perspective on controlling one’s behaviour. Helping greatly with understanding stress, anxiety, fear, and how to cope with challenges fronted by people, places, and things.
Worth a read.
I have a strong belief when it comes to reading this type of book. I am trying to avoid the term “self-help” as I find that quite a patronising title. Your average human these days can read and write, and mostly find their way home. I think you can take what you need from what you learn and experience, and this also includes reading. We all have volition and can figure things out for the most part, aided by an internal moral compass and a few brain cells.
The premise of the book is to divide the brain into Chimp, Human, and Computer. One is the emotional primate, the other the moral and logical reasoning entity, the last the hardwired element that provides instructions for behaviour in situations.
What I learnt, well reinforced what I already know, in a nice and easy to consume fashion was that we have an emotional element to our brains that can override what makes us human, namely logic and community; being part of a community versus the self. And I can relate to this.
In a stressful situation such as running a head hunting business, living life, being married, owning a Terrier it can be hard and the Chimp in me can take control and the result negative outcomes. Mainly the fight element, or more better put as behaving like an arse with others or in situations. It manifests in selfishness, aggression, territorial dominance, across to hurting people. In real life this is me being nasty, not coping, getting stressed with people, the wife, business associates, the dog. I see myself put me first in a dominant resentful way, eyeballing fellow Chimps who I think are asserting their dominance over me. The Chimp reveals itself before the “human” can interject and assess the situation using pre-ordained and programmed logic from the “Computer” or memory, as developed by thinking and learning.
For example let us say I am dealing with a demanding candidate over a senior head hunting brief when running found us, my head hunting and consultancy business. The candidate is pestering me and not following process and interfering with my time and control of the brief. The Chimp in me becomes resentful, angry, frustrated, and this can lead to taking a chunk out of the candidate’s Chimp or worse. This does not endear itself to interpersonal relations which is key to head hunting. And it does not bode well for life in general. Do we all know two Chimps having a verbal scrap between man and wife? How we have felt afterward and the outcome? And regrets that we did not handle it better (the Human utilising the stored Computer information)?
So, how does one feed the Chimp bananas?
Really easily if you read the book, and it all makes sense. It is about keeping your internal Chimp calm and thus outsider’s Chimps calm.
The trick is to press “pause” on the Chimp behaviour thus giving enough time for the Human to take control of the brain processing of what to do next in a stressful, anxious, or challenging situation. The Human in the aforementioned example can say to themselves “pause” and “change”. Prof Peters recommends this, and guess what? It works. Two simple words. One to pause the Chimp and remind you of it and possible poor consequences. The second word to remind you that you can change how you handle this situation. A situation you undoubtable have witnessed before - someone trying to control you.
The Human can take charge and use logic to firstly understand the situation and secondly decide on a plan of action. You could for example arrange a call or Zoom with the candidate to explain the process involved for the brief and that you are acting diligently on their behalf, so calming their probably demanding Chimp. You can use prior learning from the Computer to handle the situation, knowing that getting Chimp angry will only anger their Chimp and it will more than likely go “Pete Tongue”.
Another method similar to the above is to use the 3 R’s.
Retreat - detach from the situation, take a breath, count to ten, walk around the block.
Re-Think - have a think about the situation, and don’t just observe you initial thought or behaviour. For example in the above, I might be initially inclined to view the candidate as an asshole or get angry. Letting the Human think assuages the first thought, with the second thought process asking and drawing on Computer experience; what is the best approach? And what is likely to happen if I get angry?
Respond - note the word, and not react. This is about taking calm logical morally driven action and behaviour. In my example I have explained the situation and importantly my position to the candidate. After all this is about my well being.
Have a read of the book to AVOID CHIMP CHAOS. Which we are all capable of.
Don’t be a Chimp (in public)
(With homage to Bill Watterson)
So what about found us, head hunting, sales and marketing consulting?
I’ve found that blending together self-learning, listening to people, and importantly reading has allowed me to understand how I and others can behave, which has been vital and of upmost usefulness when dealing with senior candidates who can certainly (like me) have strong Chimps. It all comes down to conflict avoidance when dealing with people. I enjoyed The Chimp Paradox as it confirmed a number of known things, whilst teaching me a couple of new tricks.
Being self aware of yourself and of others comes back to that first point I made, which is community, of being part of the Chimp Troop as Prof Peters explains. In understanding your behaviour and modifying it you make an assimilation with others and can work productively. This helps greatly in working with candidates to bring the best out of them in an honest manner, whilst also achieving the same with the client - a veritable meeting of minds, which leads to solid senior placements. A symbiotic way of working. The interview process in one sense then becomes a formality with all the ground work having been done before.
found us has always been about putting good people together in an honest and humble fashion. And it works.
Also have a look at Businessballs on Self Awareness.
Always be aware of others in your Chimp Troop.
Hiring People, Natural Law, Legal Positivism
Bill Waterson, creator of Calvin and Hobbes, named Calvin after the 16th Century Theologian, and Hobbes after the 17th Century Philosopher. I love cartoons and it got me thinking as to hiring people, Natural Law, and Legal Positivism. Sounds dull? Read on!
Calvin and Hobbes - in homage to Bill Waterson
As Calvin says in the strip above “there are more important things than what people do all day.” So maybe I need to get a little legal and philosophical as to my business in Head Hunting as I think it can offer an alternate approach. Maybe there is more to it all…
found us
The core element of found us is Head Hunting in advertising, media, and marketing at senior level. I also provide consultancy services in marketing and sales.
The business is 7+ years old and is something I enjoy working in, as it means building people, and teams. Something I have always enjoyed.
But I have a philosophical approach that may be of interest.
The found us Premise
I am going to suggest we should build a Natural Law approach to the hiring of people versus a Positivistic (Legal) approach that ignores the individual and sits solely around contract, commercial, and legal jargon.
It is morally correct.
It produces results.
it enriches people and society.
I derive an inner pleasure.
Natural Law
What is Natural Law? I’ll use a very simple but succinct definition from good old Wikipedia.
“Natural Law (Latin: ius naturale, lex naturalis) is a system of law based on a close observation of human nature, and based on values intrinsic to human nature that can be deduced and applied independent of positive law (the enacted laws of a state or society).” Wikipedia
Natural Law is law that is not made by People via Society. It is law that exists between People that is natural, or exists inherent within society and people.
I believe personally in Natural Law, as a “kinda” glue that binds us together in human relations. Call it morality, call it doing what is right. I feel this does govern my relations when working in a business context, and operates without a constraining commercial or legal framework, when hiring people. This is core to found us.
Positivism (Legal)
Let’s use Wikipedia again.
“The most prominent legal positivist writer in English has been H. L. A. Hart, who, in 1958, found common usages of "positivism" as applied to law to include the contentions that:
laws are commands of human beings;
there is not any necessary relation between law and morality, that is, between law as it is and as it ought to be;
analysis (or study of the meaning) of legal concepts is worthwhile and is to be distinguished from history or sociology of law, as well as from criticism or appraisal of law, for example with regard to its moral value or to its social aims or functions;
a legal system is a closed, logical system in which correct decisions can be deduced from predetermined legal rules without reference to social considerations (legal formalism);
moral judgments, unlike statements of fact, cannot be established or defended by rational argument, evidence, or proof ("noncognitivism" in ethics).” Wikipedia
To reduce it to the bare minimum, because it goes on a bit, Positivism does not recognise Natural Law or morality as having any bearing in law and thus commercial life - read below. It is a “way of life” that sits predominately at the forefront of how society works at the moment; a formulaic approach to people. One I disagree with.
Why Law?
“The law is legislation created and enforced through social or governmental institutions to regulate behavior,[2] with its precise definition a matter of longstanding debate.[3][4][5]” Wikipedia
Law governs all things in society including commercial relations. How business works between people and organisations is underpinned by Law.
So ultimately law governs Head Hunting and those people involved in its process. How we conduct ourselves is underpinned by commercial conventions (call it protocols or habit) that are ultimately driven by legal considerations. Economics or business social relations are convention facilitated by Law.
A Moral and Legal Contract
When I enter into work with Head Hunting I believe two contacts are formed between the parties involved. I think this is a healthy way to look at things.
The legal contract.
The moral contract.
Now we all know a legal relationship is created between parties. Head Hunter and client, and candidate; with legal relations flowing in the other direction from client and candidate. A commercial contract is formed in all cases. How we work together is dictated by Law underpinning our contract and the contract itself, whether written or verbal.
So we have a legal contract and commercial considerations that usually boil down to making money. But this can blindside us when we work in what is in essence a service business or people business.
To me it is very formulaic and people can be forgotten about in the process of hiring. Think back to when you were involved in a hiring process and the job description and the CV seemed preeminent? I know this is facile but I make a point.
I myself feel another invisible non-commercial/law contract is made and this is a moral contact as governed by Natural Law. That both parties should commit to the following:
To mutually respect each other.
That all are equal.
To act morally.
To not renege on what has been promised.
And so forth…
Point is an inalienable set of rights, interests, laws governs what should occur to ensure all are treated fairly and honestly. Unwritten but known to people and society and standing above man made commercial whims and law.
In practicality I try to implement this unwritten “rule of the road” and thankfully it has governed me and I hope that remains the case.
The pain point is that not all people work to the code that is Natural Law and I wish they would. It seems that a number of people follow the Positivism (Legal) route of acting without moral considerations, and proverbially following the “letter of the Law”. Where doing business is executed at the cost of morality.
Back to Calvin and Hobbes
Remember the opening cartoon strip? Why not do things differently to others and look under the rocks of life? Be like Calvin and Hobbes and remember the small things in life and not just the grand plans or what ever else that all others get up to. Make yourself realise that what you do to, or for others in pursuit of money, commerciality, legalise overrides being a part of the Universe.
In being part of Natural Law one is communicating with and being part of that thing that binds us together, namely a shared consciousness, Universe and universality, and belief in what is morally right.
Big words, and in a practical way it is about sitting back and asking myself?
Is what I am doing right?
Am I treating this person with a respect, as an equal?
Can I genuinely say my hiring of people is driven by what is best for the candidate and the client’s staff versus matching a job description to a brief, taking the money and running.
It is about empathy and understanding those you are dealing with.
It is about being honest with people as to a role, themselves, their business. Even at the risk of lost revenue.
I seek to examine the people I work with, their humanity, who they are, their wants, needs, dreams and fears. I place this before a Positivistic approach to life, merely governed by rules or laws of business and Law. Natural Law offers me a way to act outside of society and its Laws, to reduce action down to the level of people and mutual respect.
It achieves great results as people work closely with each other within my Head Hunting process. They act to benefit each respective party operating mutually to be part of a bigger picture, breaking the traditional methodology of putting business before the person. It I respect a person based on morality I tap into their consciousness and will make a connection, that achieves a better hit rate in terms of candidate selected, positions filled, and client needs met.
But at the end of the day, I suggest you form your own opinions.
We must be moving, working, making dreams, to run toward; the poverty of life without dreams is too horrible to imagine - Sylvia Plath
The words of Sylvia Path are very symbolic to living life, and to dreams that all of us have as individuals, or created by others for us all, whether meant or not.
We must have dreams to live, but not all dreams are what we need or want, and in this post I talk about The Technology Dream, and in particular two books that aroused my consciousness. It maybe is time to think “differently” as to the dream that is Technology.
Is the Technology we now use both a gift and burden? Is it the fulfilled Dream we so hoped for?
Irresistible by Adam Atler
I have mentioned Irresistible before now in my blog, but have revisited this book in the context of also reading The Shallows that I discuss below.
I would strongly recommend reading Atler’s book which looks into the addiction caused by Technology; from The Internet to the Smart Phone. Technology is the proverbial elephant in the living room, and one I now realise we need to be aware of, especially based on my own experience of it.
Do not think me a naysayer or doom monger or just plain daft. I have managed to start severing my ties with Technology and to be honest it is work in progress.
On reading the book it is clear that those who propagate Technology know they have opened the modern version of Pandora’s Box. The Genie is proverbially out of the bottle. BUT what is the Genie?
Alter in Irresistible explains how technology is designed to be addictive and that the gratification it provides is similar to that of other addictive behaviours, such as drug abuse or gambling.
Frighteningly big business leverages this. Morally this is questionable and repugnant. “They” design Technology with a view to harness addiction.
The brain’s reward centre based around the neurotransmitter Dopamine is deliberately stimulated to the point whereby psychologically and physically Technology is needed. There is a emotional, mental, then physical need and craving; and withdrawal. See pages 71-72 of the latest edition of the book.
We now know that humans become addicted to technology via the same addiction pathway as drink and drugs, with the process being slower; but the same crucial pathway. You need to be aware.
The Brain’s Reward Centre and Dopamine - Some Further Reading
“Even though using technology isn’t the same as using drugs or alcohol, the brain processes both addictions the same way. Winning a level of a video game, getting “likes” on a picture, and gambling online releases dopamine, a feel-good chemical in the brain, just like drinking alcohol or using drugs does. Over time, we begin to crave this dopamine release, which compels us to use technology and internet-enabled devices even more. Unfortunately, this tricks the brain into thinking it doesn’t need to create and release dopamine naturally, which disrupts the brain’s delicate chemical balance.” (From Stoneridge Website.)
In My Own Experience - What is the LOSS? The Trade Off?
In my own experience I was shrouded in Technology use. Glued to the iPhone, glued to the laptop. I’d wake up and reach for a phone. Tell me what is different for a smoker or even an addict reaching for their “fix”.
As per Atler’s Irresistible I’d crave e-mails, crave likes, crave people viewing posts and so it went.
Like the addict life became all consuming around the “Technology Fix” and frighteningly getting it. There is a direct comparison to other forms of addiction.
In talking of loss I became inward, with Technology taking over from real relationships and fun. I was neglecting work, social life, and myself. Time itself was dribbling away. There were physical symptoms; a lack of sleep, lack of concentration, withdrawal, jealousy, and low self esteem. But see the next bullet point.
You’d be surprised as to what this form of addiction does to a human being. Have a read of the following article: https://www.psycom.net/iadcriteria.html
You need to be aware of a) the addictive effects of Technology usage and b) the fact that big business deliberately creates and designs Technology to stimulate addiction. They know what they are doing, and do it deliberately.
The Shallows
Another book in the same vein as Irresistible is The Shallows. The book expands on the themes first raised in "Is Google Making Us Stupid?", Carr's 2008 essay in The Atlantic, and explores the effects of the Internet on the brain. The book claims research shows "online reading" yields lower comprehension than reading a printed page.[1] The Shallows was a finalist for the 2011 Pulitzer Prize in General Nonfiction. (Source: Wikipedia.)
I would strongly recommend reading this book as to The Internet. Carr notes the following:
“Whenever we turn on our computer, we are plunged into an “ecosystem of interruption technologies,” as the blogger and science fiction writer Cory Doctorow terms it.” (The Shallows.)
“The Net’s interactivity gives us powerful new tools for finding information, expressing ourselves, and conversing with others. It also turns us into lab rats constantly pressing levers to get tiny pellets of social or intellectual nourishment.” (The Shallows.)
“But, he [Carr] says, it has altered the way our minds work. The web encourages us to click and flick. Soon all our brains want to do is click and flick. We stop reading novels, and before we know it, "the linear, literary mind" becomes "yesterday's mind".” (Source: The Guardian.
Carr shows how The Internet is playing to the plasticity of the human brain to re-write how we actually think. Is this what we really want? A tenuous grip on both reality and information. This, it can be argued, translates into our interpersonal skills, with huge consequences.
Conclusion
Now, I am not saying that Technology is the work of The Devil or should be avoided at all costs. It is a useful tool in the modern world, but a dreadful master. But if used with awareness of addiction then we avoid following the standard path of addictive behaviour, which could also lead to cross-addiction and worse.
finding “people”; finding business solutions with found us
So what do we actually do at found us? Simple. Head hunting and consultancy services. All within the sphere of advertising, media, and marketing businesses. It is where our all our experience comes from. It is what we love.
It has been a great seven and a half years of bringing senior people together, and assisting businesses in their journey.
Feel free to get in touch at anytime to have a chat about what it is we do, and here are a few details for you to chew upon.
Head Hunting
So what is this? It is not a great phrase to be honest. And I put it in the same camp as “search and selection” and a variety of other similar phrases. However, I have to use the lexicon of the industry or no one will understand me.
Very simply I know a lot of people, and people I know also know a lot of people. And where I don’t know people I talk to them. And these strangers do chat back as they can see who I know, and can see I have worked in the business. I am a people person and have a knack for seeing opportunities between people and putting them together. I’ve done it for years and way before I started found us back in 2014.
What is this element of the business?
It is bringing people together from an employment perspective across to an investment perspective; and in plain language it is placing people in a role as a Director, Partner, Investor and the like.
People approach me over a business need where a person may be required to satisfy this need, or they need a senior role filling. In the former my business experience allows me to work closely to map out the business need and thus person. In the second we have a brief that requires a person.
Traditionally I focus on senior people. What is senior? Well, the last two roles placed were Executive Creative Director and Marketing Director both working on major brands. Both quite different. One a prescriptive brief, the other less prescriptive and involved my working closely with the business to define the need.
But this not a drive through service, it is much more discerning. And probably explains why I’ve lasted over seven years in what can be a somewhat turgid business where unreliability can come to the fore.
I work hard to examine a business need or brief unleashing the legal, commercial, advertising knowledge I have. Coupled with having held a number of Board positions in my career.
But I love process and tech and use these to a) run the “how” of head hunting/search and selection, b) accumulate data, c) analyse said data. That way the client knows exactly where they are in the recruitment process and who in terms of candidate they are dealing with. Senior hires are important to a business and a client.
We have a strong success rate at placing senior people, giving pleasure to them and their careers. For our clients, they have one less thing to worry about and acquire solid senior people for the growth of their business,
We love, yes we really do love working with people. Those we know and those we speak to for the first time. And we have long standing relationships with the people we deal with. Don’t hesitate to ask for testimonies.
Consulting
A broad term and one that attracts a lot of misconception and “charlatans”. Well, consulting for me is simply a “placeholder” term. A simple phrase that encompasses what we do; one I use to explain that companies use us for our experience, knowledge, and results in order to further growth, make changes, implement process.
We work with companies on Sales, Marketing, and Media strategy and implementation. We are skilled in getting into the depths of a business and working with staff, in a non-threatening way, to further results, empower people, and give them pleasure in what they do.
Technology
I believe strongly in using the latest tools to achieve results and track activity. Whether it is Creditsafe, Nutshell, or plain old LinkedIn; all are used to give that edge to our head hunting and consultancy. Tools our clients can use to track progress and results. After all metrics are important.
People (their fallibility) and Maslow.
Where do I start on emotionally handling people and their fallibility? It is both a long one but also a short one. It intrigues me especially when working as a consultant dealing with people all the time. People have wants and needs. This is what I have learnt.
All of us have wants. Not all those wants match.
Needs and Maslow
It is worth noting that this thinking was re-ignited by a recent crisis that I superbly mishandled.
Wants can be translated into needs as a core element of being a human on this planet revolving around its Sun. What I discovered recently is the following, after dealing with a personal and existential crisis where I did not manage my needs and that of others.
We all have common needs. For example water and food. Getting a job, across to paying the mortgage. Some are animal driven, some society.
But as individuals we have unique needs, governed by our uniqueness and environment (which has shaped, governs, and dictates to us.)
The needs dictate our behaviour, and for the observer govern how we interact with individuals in order to achieve our needs.
For further reading on Maslow and needs please see the useful material at SimplyPsychology.
Maslow’s Hierarchy of Needs (taken from SimplyPsychology.org.)
I have learnt, whilst reading up, refreshing, and thinking, the following.
I have no control over people, places, and things.
I have control over my needs, and thus my thinking and behaviour.
I can only work with people to achieve their needs and so achieve mine. Some are shared. Most are not.
I ought not to be upset across to angry when my needs are not met by others, as they are only interested (yes, a bit of a generalisation) in their needs. This is CRUCIAL to understanding why people let you down and why you ought not to get upset, angry, or frustrated.
Once you understand needs you can then grasp EMPATHY and make a reasoned decision and not one judged and consumed by emotive feelings when dealing with someone. What are their needs? What are yours? Are they aligned? If not, then you will undoubtedly be let down. But do read on.
So what do I mean by infallibility? And what is the context after my recent Existential CRISIS?
People let you down, are not there, talk badly of you, are cruel, desert you. Blah, blah, blah. I see this regularly in the head hunting sphere that I work in. I, sadly, am let down all the time by people. But I now accept this. And note the word “accept”.
There will clearly be self interest on behalf of the individual who seeks his needs and you will lose out where your needs are non-aligned. But this is not always the case. A person and their needs will override yours even when aligned. It is the way of the world and part of life.
Alright Mr Cobley, you waffled on about the science, so what do I do? Show me the bacon!
Well firstly read the content as to needs and Maslow on SimplyPsychology.org as it is thought provoking and allows for initial scratching of the surface of this topic. But you need real answers in how one should act.
Adopt a style that identifies a person’s needs.
Understand your own needs.
See if you can align both sets of needs to create a mutually beneficial working relationship. That way you maintain control of the interpersonal transaction, but not to the detriment of your opposite as that is not morally correct.
Accept that a person’s needs may break the needs “contract” you have. Don’t get p****d off or upset or throw a tantrum. Re-negotiate the contract.
Accept that a person may continue to operate outside of the “contract” and it then comes down to how you react.
Tit for tat does not work.
Be prepared to walk away from the contract and put it down to experience.
Remember if you have analysed needs prior to working with someone you can then make a judgement call as to whether to work with them. If such a relationship is to fail then don’t!
People will f**k you over, especially in this game, and you have to accept loss and time wasters etc. as part of running a business. It is just how it is. Build in a percentage of loss if you can model such a figure. Accept it as the norm.
And if you are getting your needs met, despite what happens, does it really matter?
Managing a “Sheldon”; and people
I thought that I would write about managing a crisis and my experience of it, and the people that revolved around me and my crisis. I like names and have called my crisis “Sheldon”. As per the character in The Big Bang theory. A complex thing, and naming it takes the power from it.
A gift from friends, who I affectionately call the “Pigs” - read below.
Recently I underwent a personal crisis of large proportions which impacted upon me and people around me. It was all very surreal, unpleasant, and as I reflect back on it all and the people, I muse and ponder. Events needed me to take time out in July, August, and September as I was quite ill and if honest was erratic in behaviour, especially to those who know me.
It is now September and I wanted, with some time on my hands, to write this blog entry as a way of hopefully helping and educating people, and to say a big thanks to those people who helped me in this time of crisis.
(Don’t hesitate to contact me if you want more information.)
Biz as usual - Found Us
It is business as usual with Found Us and prior to the crisis did place two senior Directors - one a Executive Creative Director, the other a Marketing Director. So all was good. Just an indication of how a crisis can hit out of nowhere. But as I will explain, there is always light at the end of the tunnel, and you have to get back on the horse so to speak.
A Crisis - A Sheldon
Don’t let a “Sheldon” (crisis) baffle you.
I named my crisis Sheldon from The Big Bang Theory.
In July and August I was in a mental, spiritual, and physical hole. A rather big hole in fact. Life had ground to a halt. I won’t detail the exact event(s) in this post for reasons of privacy. But will approach it more from a conceptual point of view and do hope that is okay with readers.
I now realise that you have to view life as flux, constantly changing, and that a crisis is as much a part of life as is a success. I think I learnt that I could and certainly should have handled the crisis very much differently from the way in which I did. But I did not. Lesson learnt and experience gained.
One ought not over-react, under-react, or fall to bits as I did since Sheldon is just another part of life’s rich tapestry. But we all learn.
Before a Sheldon (crisis) walks into your life
These tips should help you identify when you are heading into a crisis.
A crisis can be self-made (as in my case) or it can be externally created. Treat both in the same way.
They are a natural part of life and should not be placed over and above normal events.
It can be really helpful if you able to spot warning signs of an incoming crisis, especially if self-driven, just by looking at yourself.
Are there any triggers that you know of - self or external - that stimulate a crisis? And have they occurred?
Do read up on emotional triggers, oh so important, but they vary with individual.
Have you spotted anything unusual in you routine, behaviour, or approach and attitude to life?
Have people you know said anything? Sometimes you are not aware you are heading into a crisis.
A mood and thoughts diary. We are all busy and life flies by, or so we think. Make time, you have it, to write down moods and thoughts. Some of you may raise an eyebrow, but it does work. Firstly you are able to put down on paper things that may trouble you and in this process remove the power or confront what challenges you. Secondly and importantly, you see patterns of thought and behaviour, and this is vital for spotting a) you are heading into a crisis, b) or a self-made crisis.
Do look at PositivePsychology.com for this really, really useful article and templates: https://positivepsychology.com/thought-diary/
It does seem that people in Advertising do like to press the so called “F**k it” button and self destruct. A friend told me recently that working in this business for a number of years does take its toll…..
Sheldon/Crisis Management - the 3 R’s and RADAR
A crisis will hit you no matter what since these are the lives we live in Advertising. And when it does hit these acronyms may help you formulate a plan to help manage your crisis, and avoid falling to bits. They become habit. But be aware that I did not use what I had painfully learnt over years. Doh!
The 3 R’s run as follows. You can say them softly to yourself as a reminder of holding it together in a time of difficulty.
Retreat. Stand back and detach from the crisis and do not wade in or disintegrate.
Re-think. Take yourself away with yourself and collect thoughts and analyse.
Respond. Act when you have all the information you need or can get. Note we do not use the word “react” as this is a more aggressive word.
Another more detailed acronym is RADAR, which I particularly like. View it as your early warning system.
R. Realise that there is a situation or problem or crisis. Daft as it sounds, you may not be aware there is one. Don’t go into a pity party as I did, as you avoid positive action that could be needed. In a similar vein don’t take an ostrich mentality and bury your head in the sand. You cannot run away from life. And yes, I know this is easier said than done.
A. Accept that there is a crisis. No running away, avoidance, or procrastination. I did not act quickly enough and procrastinated. Which set off a chain of events over which I thought I had no control.
D. Detach from the situation. If you are in the middle of the crisis, it will overwhelm you, So you must down all tools and take yourself away mentally and spiritually from the crisis. Maybe even physically. But don’t isolate - see next point.
A. Ask for help. Don’t be afraid to ask for help. I did not or was unwilling to ask for help and this only made things worse, in fact very much worse.
R. Respond to the crisis. We do not react as this can lead to impromptu aggression or jumping in before assessing things. Which Advertising people are prone to do. Governing your response will be your core values that you live by.
A good book to assess your morals is Finding Your Moral Compass by Craig Nakken.
If you are a follower of The Big Bang Theory you will understand and know Sheldon. Try to deal with your crisis like Sheldon is dealt with. Ignore, cajole, bully, fight with, humour, and so it goes on… Point is that in the series they don’t always let Sheldon get his own way. Do the same with a crisis. Don’t let it get it’s own way. Give it a name and take power from it.
I failed this time initially, but did recover my direction and walloped Sheldon, but I DID NEED help; remember this.
People and Resentments
It is funny when a crisis hits which people come into your life and those who do not. But I now realise that this is par for the course. People are people and those who are friends rally around you. Those who don’t are fair-weather. Try to remember Rudyard Kipling’s poem If and in particular the first stanza.
Resentment? Holding a resentment to a person who has not been there for you is normal and understandable. Behind the resentment is fear. And what is the fear? It is fear of not being liked, of not being wanted. But read below.
“If you can keep your head when all about you
Are losing theirs and blaming it on you,
If you can trust yourself when all men doubt you,
But make allowance for their doubting too;
If you can wait and not be tired by waiting,
Or being lied about, don’t deal in lies,
Or being hated, don’t give way to hating,
And yet don’t look too good, nor talk too wise:”
Yes, it is about digging deep and holding your head high as per the stanza. You have to recognise that people will hold harsh thoughts and use hard words. But like the stanza I learnt that you need to be understanding of people and how they react in a crisis or a Sheldon. People will desert you, and you will realise who your true friends, business associates are. It is a hard, very hard lesson to learn. But a vital one. Vital for survival in that you must plod on and not deal in lies or retaliation; you won’t change them.
And you must also ask and take help from true friends. Be grateful for the help and do not be an island or a desert. There are only but a lucky few who can be “solo” are survive.
Gratitude
THANK YOU to all those people who rallied to my cause, and all those people who sent me 50th birthday cards.
Changing “things” and Insanity
A definition of insanity is doing the same thing again and again and expecting different results. How you approach another Sheldon (crisis) has to be different if it all went pear shaped previously. I know I have to at the tender age of 50. Break the cycle, it is oh so important. Don’t repeat the same actions. I used the same techniques because I’d become complacent, lazy, and did not believe in myself. I have made changes to thought, behaviour, and examined.
Epilogue
Where am I now? On a path to recovery after a proverbial kicking from life. And I am sure I will have a few more to encounter on my journey through life. But that is life, and I remember this. Tasting pain makes life rich for its experience. I have learnt and feel richer in myself for the battle fought, the experience gained, the true friends shown to me. Those that were not there I make my peace with them, disappointment and hate fuel resentments.
“What is my life for and what am I going to do with it? I don't know and I'm afraid. I can never read all the books I want; I can never be all the people I want and live all the lives I want. I can never train myself in all the skills I want. And why do I want? I want to live and feel all the shades, tones, and variations of mental and physical experience possible in my life.”
Sylvia Plath.
The Pigs
For years my friends and I have referred to ourselves as The Pigs. I have backpacked around Croatia, Bulgaria etc. etc. etc. And had many adventures with them. True friends and comrades in arms. Thanks for the wonderful t-shirt that is the image of this post!
A “wee” Bibliography
Finding Your Moral Compass by Craig Nakken.
How to Stop Worrying and Start Living by Dale Carnegie.
Slaughterhouse 5 by Kurt Vonnegut.
Catch-22 by Joseph Heller.
The Catcher in the Rye by J.D. Salinger.
Inside No. 9, black humour, morals
Morning all, typing as I watch “Last Night of the Proms” from the current series of Inside No. 9
Last Night at the Proms
It is a dreary wet Friday morning and I’m watching on the other monitor a somewhat surreal episode of Inside No. 9. It is always nice to see people weirder than me…. Though I do wonder where they get their ideas from. (I am quite capable of thinking up some “mad” stuff.")
Anyway, hope all and sundry are well in these “continuing” times; which are trying for everyone. And this is where is the Black Humour comes in to take us into a different world that allows us to reflect on life’s absurdity, and places in context our own lives that we can laugh at when good and bad. I think we all need a touch of Black Humour to get us through life as it exposes the true reality and farce, and that nothing really is that important. Or that there is a situation worse than your own, or honestly more crazy than yours. It is good to be levelled out via Black Humour and realise life naturally bites you on the bottom at the best of times.
This particular episode of Inside No. 9 also reminds us of the split morality we can face as people when a person is in need, not to mention the flaws within each and everyone of us when dealing with a person in need.
Brexit and Covid, and now Brexit (again) has frazzled many, created a sense of ennui, and separated people. Morality has been called into question as people dealt with the separation from Europe and pandemic in questionable or self seeking ways. Black Humour exposes this and we can make comparisons of art imitating life and vice versa. (Read Catch 22 - see below.)
If you can specifically read Slaughterhouse-Five then I’d recommend it. The novel (and film) have somewhat disappeared from popular consciousness. It is good to be reminded of morals in a time of disruption and need, as people and morals do and can fall by the wayside. In the case of the novel it is a war setting and not dissimilar to a pandemic or the shifting borders of Brexit. I think now is a time to give, to help, to put one’s own needs aside where possible; but do make time for yourself as your welfare is paramount as well.
We in advertising, media, and marketing are a somewhat lucky lot, with what is normally a well paid, robust, and established business. We reap the rewards. But we can also be selfish. This is why Black Humour is important to expose what can be the pettiness or insular life we may be living, which needs changing. Do you see parallels? And with that maybe in the day job? (Needed to bring it back to Found Us and job seeking.)
A new job can be a way of engendering change. In oneself and one’s actions. So, have a think about it:
Can a new job break a cycle that I need to break to allow me to play to my “A” skills and experience?
Can a new job create happiness?
Can a new job allow me to give back instead of taking?
Does a new job give me a kick up the arse I need as I have drifted in more ways than one?
Have I become a self-seeking soul in torment as the role drives me against core values?
Do I give a s**t anyway? Discuss.
Some Recommended Material:
If you really fancy reading some black humour to understand how life has its vagaries, your own vagaries and flaws, and morality (including amoral) I suggest the following.
Jobs, Jobs, Jobs - is it all improving?
YOUR COUNTRY NEEDS YOU! Get out there and let’s get the economy going. (A quick piece on the job market from recent observations; and a couple of jobs!)
I was stimulated (if that is the right word on a Tuesday morning around 8am) to write a blog piece due to a couple of bits of news.
First noteworthy bit of news is the soon to happen “Cluster f**k” of Dominic Cummings giving evidence later on to the Commons Select Committee examining the Covid reaction from government. Should be interesting.
Second noteworthy bit of news relates to good old Marks and Spencer that has sadly reported big loses due to the pandemic. It made a pre-tax loss of £201.2m in the 52 weeks to 27 March, down from a £67.2m profit in the previous year. But M&S said food sales were up, contributing to "a resilient financial performance in a year of disruption".
Why did both catch my attention?
Well on the one hand we have a bunch of politicians muck slinging, flinging blame about. Are they taking ownership? On the other hand we have an established business, that admittedly most people like, announcing results and fighting back. A business that employs people.
So it got me thinking in a sort of socialist, capitalist way, that we can all try and keep the bitching, back stabbing, blame, or just plain “oh, woe is me” behind us and focus on growth and renewal.
As we help grow the economy by working, employing people, spending money we give to those less fortunate than us in the advertising, marketing, and media businesses. Let’s face facts, most of us are overpaid for what we contribute to society.
We don’t have to be insular, concerned with number one, and “she said, he said” attitudes to life, akin to the Politicians that will clearly be bickering today. Do we really want to emulate this, or can we offer a different approach? Namely getting one’s head down and working for the common good? I am not saying M & S is perfect, but it is a damn sight better than Westminster presently….
Speaking of employment….
You may be able to help me… I have two roles that I am recruiting for. Rather nice jobs if I may say so, and all the more charming as I am working with old established contacts.
One is a Digital Marketing Manager for a rather large B2B Group based in the North West but with UK operations.
The other is again B2B but this time a Marketing Director role for a digitally led transformation, mobile, and web agency that has some very well known brands on its roster.
Interestingly enough both roles, whilst North West based, can be worked remotely and this is encouraged. More on this below…
Is it getting better in the job market?
Well yes I think it is, but with a caveat…
I specialise in head hunting, search and selection, or whatever you wish to call it, in the media, advertising, and marketing fields. Why? Spent my career in it and love it.
I think at the moment that after a cull of senior people across various businesses as they sought to cut costs, and to an extent a knee jerk reaction, we are seeing both a lack of supply of people for roles and demand by employers. People don’t want to move until it all settles, and employers have shed staff and are waiting with trepidation.
But I have seen improvement as some senior briefs hit the desk.
But I am concerned that businesses wait too long to either backfill staff, or for that matter expand, and so this has a knock on effect on the market. Added to this is the “million Dollar question” as to how many businesses in this sector have exhausted cash flow, need to pay back “bounce back loans” or both? It could be the recipe for disaster.
My suggestion is that employers look to hire, and candidates don’t give up hope, especially the senior ones - there are a few in the marketplace. Via such an approach we can economically create demand and supply and stimulus, but I recognise it is not that straight forward. (Supply and Demand.)
Lastly, I have most definitely noticed a vast change in location based working. Firms are now clearly embracing remote working for two key reasons. One, they have seen it work in real time, and technology is at a point so as to be cheap, scalable, and supportive. For example the two North West jobs I mention previously can look to candidates based anywhere in the UK!
Leveraging People? No, Help People.
One skill to acquire, which can takes years, involves a good memory, plus good process, and a moral compass, is working with people. Leveraging is a tricky term, and I’ll explain more.
The ebb and flow of people. How many People drift in and out of your life?
Leveraging is the word I chose to use, but is not the word I exactly want as it is suggestive of using people for illicit means. That is not what I am about. But it is a useful word to start with.
I wish to chat about working with People in a mutually beneficial way. By leveraging I seek to talk to people to see how I can help them and they help me. Generally speaking People are pack animals and achieve results via cooperation, with individuality hampering scalability. It is about leveraging a potential opportunity. It is about helping People and thus being helped yourself. And it tries to break the existing system that dictates using People with you only seeking to focus on what you want, which naturally plays to the Chimp in all of us (See The Chimp Paradox.)
Simply it is about chatting to people, both old and new about opportunities, having the light bulb moment where one sees a “need”, and having doors to open or choose from. The trick is to speak to People, understand their needs, and see how your needs being assisted can fulfil what they need. This is the leveraging aspect. But you have to be morally genuine. Life should not be about using People.
One of the greatest feats of business I believe is working with People as one would want to be treated, and this can and should be done on a business level, not just personal. This is important as we progress. All of us have to realise that here is not such thing as business and personal, but life. You have to view life as holistic. In doing this our interpersonal skills become fluid and flow through all aspects of life, and this enhances how you work and deal with People, especially those who are not family or friends or close associates. There is rhyme and reason to what I say, so please do continue reading. There is a bigger picture.
With thanks to Bill Watterson, Creator of Calvin and Hobbes.
An Example Process
Soooo… you know people on this planet. And don’t we all. Question is what approach do I take talking to People? And this is driven by three considerations.
You can and do need to talk to People and establish their need.
You have to have a need yourself, that is your part of the social contract. If doing business (and see below.)
You only act morally with the best intentions for the other party.
It is all quite simple.
Make a list of your contacts across all areas of life. You can categorise them if that helps. For example: close contacts, not so close contacts, agency, media owner etc. It depends upon how you personally define your relationships. Put this into a format you are comfortable with. I like Evernote or Excel. And use a customised Nutshell for my CRM.
Then contact them for a chat. Speech is always better than faceless e-mail or text or Social Media, but of course don’t rule these out in this day and age.
When chatting to your contact it will be defined by how close a relationship you have and any approach should be tempered accordingly.
But first, what is your need? Define it. Explain it to the contact when you do talk to them. Honesty is important here.
Define the need of the contact prior to the call, or what you assume is the need. On speaking to the contact establish the need and see if it matches.
You can use an old sales approach to do this. I was trained to AIDA for example. Look it up here.
But you must engage your moral compass in dealing with your contact. This is not just about tapping them up. Be honest about the chat, but do call those People you also want to genuinely talk to and have an interest in.
The output it a symbiotic relationship that benefits both parties.
The Other Approach - which is important
Sometimes I just call contacts up to say hello and have a natter, without engaging the aforementioned approach. I enjoy talking to People, some of whom I have known for years. It is enjoyable and staves off boredom, keeps you in touch, and reminds People that Mr Cobley is still in existence albeit keeping a low profile.
A lot of my business, pleasurable versus teeth pulling, is engendered by referrals. People remembering me, or getting in touch direct. And this has come about by talking to people, seeking to find out what their needs or wants are and trying to help them. As you give you get back.
So it does work if you speak to People.
An Example
Examples are good. We like examples. They contextualise things.
Say I have a need to generate more new business and decide to speak to a senior contact at an advertising agency for a natter. I can explain I need some new business and this “good” contact can offer to help within his/her agency. In return after a chat I can help out with contacts for a less senior role my contact is struggling to fill at their agency. It may only be a couple of hours work to help. With the trade off being my potential involvement in more senior roles via my Head Hunting.
Morality drives the call. And I do what to chat to this Person even if nothing comes of it. I like People. I like chatting.
Notes
The approach I espouse is couched for Covid life. Do not in any way shape or form miss the opportunity to meet People directly, whether in a meeting, a networking event, or just plain bumping into them in the street.
Lastly KISS, KISS, KISS, KISS.
Please, please remember “Keep it simple Stupid” as a core tenet, Just pick up a phone, meet someone, have a chat. Makes notes, have a think, see if there are mutually beneficial opportunities.
If you have to, use e-mail, but it can be a poor tool to use. A tad too cold and formal.
Be careful with e-mail.
When to work, when not to work?
How much time should I spend working when self employed, or not? That is the question. And something I mull over on a regular basis.
With homage to Bill Watterson.
Time, one learns, is not proportional to results. Remember the pithy ”work smart, not hard”? But we are creatures of routine and swayed by traditional working patterns. Which often means we look at productive work as 9am - 5.30pm. And woe betide anyone who deviates from this model, this way of life. We have seen it all through our lives; our parents, our first job, our career.
I have learnt (not easily and over time) that you do not necessarily have to work an 8 hour day to achieve results. (This does not go against a fact of life that we all have to bear in mind, namely that “graft” is at the ultimate core of results.)
I now try to look at what needs doing as against a fixed start or finish time, otherwise I discovered my task(s) expand/contract to meet the time I have. I am absolutely sure that most people know this “rule”. You may argue that you look at tasks anyway, or first of all, then time. I am sure you probably do.
What I suggest is you give the following a try. This can apply to those who are employees and work fixed times. I write this in light of so many people now working from home. But appreciate what I say below is not as easy for workers who for example may have Zoom or Teams meetings.
Try not to think of your working hours.
Instead just think of the tasks ahead and categorise according to your own personal system, or simply by urgent and non-urgent, with urgent needing to be completed by today.
Start work when you feel comfortable. For example, I might be on the computer from 7.30am one morning, or earlier, or later. Don’t get hung up on set hours. Routine can be a killer. Think of the phrase: “Groundhog Day”.
Don’t be afraid to take a break(s), and that could even be a swim, run, cycle ride for example. It is important for the mind to rest, be distracted. What is more important? Your mental and physical health, or work?
It is also not the end of the world if work is not completed by the end of the day. Deadlines can be shifted, and where they cannot try not to panic. It is only work.
What you will find is you learn to focus on tasks and not time, thus becoming more efficient; time thus does not chase, stress, or stifle you.
What you are doing is shifting to a task/project/work orientated approach with an open mind as to flexibility as to time. You end up putting in the “correct” amount of time for a task - not underdelivering or overdelivering. You know when a task is complete and avoid what I used to do with Time and try and make it 100% complete (worse for me suffering from OCD.) Fact is Baby, no one gives a crap. If 60% is fine, then that’s good enough for you and the world.
Make sure you have that all important closure at the end of the day. What do I mean by closure at the end of the day? This is important. Set a time you stop work and stick to it, no matter what. I suggest 5.30pm/6pm and not later. Close the door on work if you can, try not to use the Smart phone. You need vital time in which to let the brain rest, do other stuff, prepare for sleep, and vitally spend time with loved ones.
Why I enjoy Head Hunting
Sometimes I giggle and think of myself in the jungle, bone through nose, spear… But seriously I do enjoy and love the challenge of this side of my business found us as I work in the advertising, media, and marketing industry.
As a general rule I “head hunt” or carry out “search and selection” for senior roles, e.g. working on a recent Executive Creative Director role. But on the odd occasion, to help a business contact, I’ll look at less senior roles. It is something I get a lot of pleasure out of, and explain why below.
But I do want to make one thing clear. I am not a fan of the terms “head hunting” or “search and selection” as I feel they de-personalise human beings, and after all companies are people, are they not? It also adds a feeling of “commodity” to the service provided, i.e. throw enough poo at the barn door. I am not trying to be facile, criticise others, or say my approach is better. Far from it. I just do my thing, which is people orientated and reflects me.
Me, finding people, money, being happy, making people happy
I’ve always had a knack of knowing people, getting to know people, looking for the best in people, and with the OCD I suffer from an excellent memory for people. So it kind of made sense to set up found us in 2014. Here we are 7 years later, with a few more grey hairs, well quite a lot actually. Initially the plan was to build and staff up a company… blah, blah, blah. Earn money, be successful, be one of the “people” etc. I then realised it was actually my 7th Circle of Dante’s Inferno. My proverbial vision of hell, or Basil in Fawlty Towers discovering Manuel’s Siberian Hamster is named after him.
I was not bothered about money, status, running a business and all that comes with it any more. I realised I was happy talking to people, helping them, and getting pleasure from that.
So this is why I enjoy working with senior people on senior roles. (As said I do not like the phrases “head hunting” and “search and selection”.)
So what do I do?
You can adopt methodologies for finding people, but I base mine around working with and getting to know people, plus my years of experience in sales and commercial director roles.
I’ll examine a brief if there is one with the contact, and maybe discuss it with another contact who is independent and confidential. Take it apart, put it back together again.
Where there is no brief, I’ll work with the contact to get to the essence of the business need that a potential person could fulfil and from that a brief/role can be created.
Another key area for me is introductions. Suppose you could call it talent spotting, or my being a glorified wedding organiser for want of better terms. I’ve always had a gift for putting people together and introducing them to each other.
But importantly, people work with people, and when in sales I learnt the old phrase “people buy from people they like”. There is truth in this old salesman’s adage. For me examining the culture, people, and psyche of a company is vital when working on roles. Likewise, getting to know a candidate/contact and how they tick is crucial. Otherwise you won’t get that right fit, and it is not just about getting the fee. It is about bringing people together in a symbiotic bilateral relationship where both are happy and can fulfil goals. Otherwise what would be the point of doing it and found us? I get pleasure from it. People have to work with people, and I don’t want a phone call or e-mail further down the line saying it has not worked out, as I would argue I have not done my job correctly and people then lose out with consequences.
Process, tools, and experience
When I work I do believe strongly in process, as it was drilled into me by companies that I worked at such as RELX and ITV. They were very much into training in the years earlier as I built my career. I also was lucky to have some great mentors to learn from when in London those years ago. Process is important as is the storage and use of data to allow you to form conclusions, see patterns and so on. But don’t follow it slavishly. Sometimes you have think on you feet, and as the next paragraph explains it is as much about sales.
You can put in place methodologies, and I am sure there are few, but suspect that they can be variations on one common theme. And I also believe strongly in the KISS principle. So, in essence and without sounding infantile you simply have to find people and talk to them. You are therefore effectively selling yourself, your client, the role, the candidate. And to me that is bread and butter as an old school salesman.
My process when on a “role” is to use a simple approach. In this scenario I’d be looking for a candidate.
Do I know people?
Do People I know, know People?
Do I need to cold call People?
The process can be reversed when looking at contacts when I have a good senior candidate looking for that right fit in a company. I am now often contacted by people looking to relocate from London to the North for example.
From there the process begins. But in effect you are building a pipeline, recording data and studying it. It is then about honing down the data you have, to achieve the required result for a client or candidate, and not necessarily about phone bashing. But like any sales operation, you do have to pick up the phone or send an e-mail. And this does not bother me as I like talking to people.
I do use technology to help. For example I use Nutshell that I have customised, obviously LinkedIn, and other tools.
Reading
I read a heck of a lot of material where I can, including books, to try and extend the breadth of my knowledge and learn more about ME and PEOPLE. Don’t get me wrong I do also read for pleasure otherwise I would go mad. I also enjoy chatting with and being mentored by the likes of Mike Pegg.
I am not suggesting you read every positive mental attitude book, or sign up for Steven Covery’s “7 Habits” methodology for example. Been there, done that, bought the T-Shirt. One system did not suit me, but what I found was I took what “I” needed for ME, for how I wanted to work, grow as a person. This was an amalgam of systems, experience, People, self-learning, success, and a HUGE amount of setback, mistake, bad luck, pain.
An example of interesting reading is Business Balls, or my recently read Irresistible.
Humanity
Underpinning all is the constant real-time memory that I am working with People, who have feelings, wants, emotions, good points, bad points… this list goes on.
I treat People as I would want to be treated myself, but accept we all have flaws.
Honesty with people is a key rule on both sides of the fence, even bad news. No one likes telling someone they were pipped at the post for a role they really wanted, or that they need to examine themselves as person. Honesty counts but it can also hurt; on both sides.
The end
How I work does work and delivers desired results over the 7 years of trading, but like anything there is graft involved.
But the main thing is I enjoy and make people happy.
Back to work on Monday 26th April 2021
A brief post to let people know I am fully back to work as of today as restrictions ease over Covid in the UK. Head Hunting, Consultancy, Sales, Directorship, and mentoring.
We have been established since 2014 and strive to follow our MAXIMS.
We enjoy listening to people, always keen to understand
We try our best to offer impartial advice to those we work with
We have a knack for finding the right match, when it comes to bringing people together in business
We give always at every moment, working hard to deliver advice, results, and help
We have a great reputation for looking after people, for finding the right people for senior roles in the advertising and marketing industries, for helping people grow their careers and themselves, for new business sales, and for consultancy work with businesses to help meet their goals.
Resisting the Present Through Obsessive Thinking
I thought I’d write a piece on a really interesting talk that I listened to on Insight Timer about obsessive thinking, which I suspect will plague a lot of people as business begins to open up. Something of interest to me as a sufferer of OCD.
It is Monday 26th April and I am sat at my desk typing away and listening again to a wonderful talk by Roxanne Pigeon on Insight Timer; I would argue as being one of the best Apps as to talks, meditation, courses, music for wellbeing.
It is worth a look at the App/Website because I assume that a number of us will come out of Covid (and Brexit) quite frazzled. I know for a fact I have been through the mill at times in being honest.
So Roxanne? Well she caught my attention as I suffer from OCD (Obsessive Compulsive Disorder), with mine being more concerned with intrusive thoughts and the analysis of them. Both a gift and a burden. A gift in the form of an analytical mind, a burden with a mind that does not turn off and is constantly bombarded with thoughts (just to keep it simple.) I found Roxanne’s talk on Insight Timer, which I found fascinating.
The reason I highlight the talk is not actually that it is about OCD, but the fact that it can help people with a racing mind. I suspect that people in business will be bombarded with information, meetings, decisions as we begin to ramp up the economy. And this can lead to obsessive thinking that takes you out of the present and can be very discomforting and stressful.
So just to make clear this is not about OCD.
Some Pointers
(Please note this is a blend of my experience and Roxanne’s talk.)
When stressed the mind naturally races, usually due to the number of tasks it is trying to process.
Thoughts can then become obsessive. You can’t get them out of your head. Something is bothering you.
The more we fight/make effort against a intrusive or obsessive thought, the stronger they get - we argue with them - and we then drown within the though(s) that carry us away from the present and can be distressing. This is natural.
This is counter intuitive to other aspects of life where putting effort/fighting for something gains results. Very pertinent to business people. It is very confusing.
Ceasing to think about something, does not mean you cease to exist. (See below.)
Thoughts are not you. They emanate from the mind, and are not you or your psyche or the mind itself.
In a nutshell, your past is throwing thoughts at you - intrusive/obsessive - and this interferes with the present. Listen to the talk.
What should I do?
Embracing silence, sets you free. Your mind is liberated. By that I mean make time for yourself during the day in which to “not think” and find a quiet spot if you can. Let your mind flow - a stream of consciousness - even if only for 5 minutes.
Listening too much to thoughts and not observing them, means you are choosing illusion over reality. The present becomes blurred. You cannot revisit a thought as to something - it is past, and an interpretation of the past. And reality, the universe is ever changing.
Don’t try and control “things” which is what you are trying to do via ruminating on an obsessive thought as to something. As mentioned you cannot control reality, as reality changes all the time. And what is past is past, or yet to come. Holding onto a thought is a contraction of the mind.
Choose acceptance of a thought and let your mind “flow”.
But do recognise the tension, as it is natural.
You can let go any time, and moment of thoughts. I know this is not easy, but do listen to the talk as it is only 11 minutes long and gives great insights.
You are not your thoughts.
Loving yourself, but not too much.
After a rather hot fell run, shower, dinner my mind wandered again as to People in the Media, Marketing, Advertising Industry and the handling of anxiety, stress, and bluntly low self esteem.
Sunbathing by the Trig Point on Kerridge Hill.
I really don’t want to waffle as I am notorious at times for that. Nor lecture, or proverbially ask people to suck eggs. Ahem.
Based on my own experience from March 2020 to this point I must confess to having suffered from anxiety, worry, stress, and low self esteem. Some of this naturally comes from running your own business as a sole trader, where you do everything. But I think Covid (and interestingly enough Brexit as well) added a whole new dimension to “doing business” for all People who work.
As we grew deeper into lockdown business dried up, people could not be seen etc. etc. etc. As a precaution I furloughed myself, having been a good boy and paid all my taxes and kept accounts up to date. I happily took calls from contacts old and new as they sought advice. But with one eye on market conditions. Which deteriorated to be honest.
The interesting Stuff
What I did notice was anxiety at times, or worry, and interestingly some low self esteem. A lot of this was grounded in Sales, Revenue, and business comms’, i.e. phone and e-mail traffic had decreased.
I started to have “stinky thinking”.
Was I running my business incorrectly?
Was I incapable?
Was I losing my touch?
And so it went on….
As a Person what did I learn?
What I learnt was that it is okay to worry. It is actually quite natural, just as anxiety is, and low self esteem. It is part of the human condition. And what I discovered was not to be frightened by it and recognise it as natural and sit in the emotion rather than act spontaneously, or fall to pieces. Which I appreciate is easier said than done. Sitting in the emotion (of worry, anxiety, low self esteem) allows you to recognise it, to know it won’t last, and I discovered such feelings normally turn themselves on and off, or come in waves. Avoidance of such emotions can be counter productive as you lose an ability to recognise them and sit in them.
A useful ACRONYM I discovered is RADAR when you suffering.
Recognise that there is a problem or situation.
Accept the problem or situation.
Detach from the problem or situation.
Ask for help and advice if needed to the problem or solution.
Respond to the problem or situation if necessary.
It has helped me before now and the crucial ones for me are remembering to detach and ask for help if necessary. We People can be very insular at time, especially people in Media, Marketing, and Advertising.