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Endorse Me for These, Please
Have you used LinkedIn lately? Say the past few months? It seems you can’t logon or look someone up without being asked to give them and a handful of others an endorsement. I recently shared an odd LinkedIn moment:
Ever see what Linkedin thinks someone should be endorsed for and burst out laughing?
A friend responded:
Endorsement spam is growing. Some keep endorsing the same people over and over again – so their names keep showing up in the feeds of their Connections.
I remember when I received my first endorsement. It was from someone I didn’t know at all well and for a skill I didn’t think I had. I emailed them thanking them for the endorsement but admitting some confusion; I wasn’t sure what I’d done that demonstrated the endorsed skill. When had they seen me demonstrate that skill? Or did they know someone who had?
They never responded. I’m connected to over 2,000 people on LinkedIn. I think I’ve endorsed maybe ten and always for things I have personally experienced via them or with them or because of them.
I also understand that endorsements are a little like political marriages in the heyday of the European royal courts; The endorsement creates an alliance. Kind of. Maybe. Sort of.
But few people endorse me for things I believe I’m good at. Maybe I don’t crack my knuckles enough? Someone recently sent me a LinkedIn email and, in their personal banner, they listed themselves as a “thought leader” and “influencer”.
Really? I guess we have different standards.
No, I know we have different standards. A promoter once asked me to present at their conference but didn’t want to pay my appearance fee. He explained there were too many people willing to pay to appear “because they want to be seen as thought leaders…”. So, as I wrote in 10 Things You Need to Know Before You Go Consulting, it doesn’t matter if you can do it, it only matters if you can talk about doing it. And preferably to people who don’t know anything about it because the minute you start talking to people who do know something about it, oops!
Personally, I understand that many people are unfamiliar with what I know I’m good at. My personal email signature contains
Joseph Carrabis
Explorer, Investigator, Extrapolator and Instigator-Extraordinaire!
One of our researchers said that defined me exactly. Especially the “Instigator-Extraordinaire!” part.
But for those searching for endorsable qualities, I offer these:
- Can Run with Scissors
- Knows Which End Is Up
- Knows Which Side to Butter His Toast On But Tends to Ignore Toast Altogether and Uses Butter Sparingly
- Can Make it Through the Day Without Twittering About It
- (and the big one) Only Endorses When He Knows The Person Can Do It
Now if you’ll excuse me I have to go blunt my scissors, burn my toast, and tweet this.
Please contact NextStage for information regarding presentations and trainings on this and other topics.
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You can follow me and my research on Twitter. I don’t twit often but when I do, it’s with gusto!
Have you read my latest book, Reading Virtual Minds Volume I: Science and History? It’s a whoppin’ good read.
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What’s that? Name’s familiar but you can’t place the face?
You think that’s a Canadian comic? Maybe a character in some straight to DVD movie?
No, Lonesome George was the last of his species, a Galapagos tortoise. He died unexpectedly after an estimated 100 year run.
Aye, Georgie, we hardly knew ye.
No others of his species were ever found. Nor was George willing to mate with females of close species. Okay, he did once. Nothing came of it.
I remember first hearing of Lonesome George late in high school. I was amazed, dumbfounded, awestruck. A living fossil much like the coelacanth, except we only ever found one, him. I read about him in National Geographic. I argued about his meaning with kids in the chess club and Mr. Edmunds, my science teacher.
He became the symbol of the environment, the Green movement, ecological activism, et cetera.
And more than anything else, I wondered about him. Did he know he was the last of his kind? A tortoise version of Ishi, the last of the Yahi people? Did he wish his humans would let him back into the wild so that he could teach all of his tortoise wisdom to tortoises who weren’t of his tribe?
And now he’s gone. I do mourn.
Jupiter’s Great Red Spot
Back in the early 2000s I was sitting in a parking lot listening to NPR (you did notice my “chess club” reference above, right?). Talk of the Nation was doing an episode on Comet Schumacher-Levy’s plunging through Jupiter’s atmosphere and taking out the Red Spot.
I knew about Jupiter’s Great Red Spot longer than I knew about Lonesome George. I was interested in astronomy since 3rd grade and got my first telescope (still have it, along with some others) when I was in 8th grade. I used it every night that first summer. I did the whole Galileo thing — craters of the moon, rings of Saturn, the girl’s dorm across the street.
And Jupiter’s Great Red Spot.
I remember calling into Talk of the Nation and saying that to me, seeing the Great Red Spot fade away after impact was mythic, an icon of my childhood imagination lost.
Because, of course, I was going to explore that Great Red Spot. I was going to be on one of those rockets that did that kind of exploring.
Kids think things like that.
I still do.
Happy Memories of Youth
Lonesome George is now on one of my bookshelves, right beside Jupiter’s Great Red Spot. Okay, just pictures of them.
I sometimes wonder about the people I knew in school and college. I’ve pretty much done everything I ever wanted to do. Maybe my goals were small, I don’t know. But I wonder about the people I knew. What do they have on their bookcases? Do they even have bookcases?
Do they ever remember their youth?
Susan and I hold hands when we walk. Doesn’t matter if it’s in a mall, down the street, grocery shopping or in the woods.
She is a transport mechanism for me. Not a time machine, but a transport. I hold her hand and I don’t have to remember any youths because I’m young again. A soft kiss and I’m exploring Jupiter’s Great Red Spot. I hear her laugh and I’m walking with Lonesome George but neither of us are lonesome and the world is not yet ancient around us.
Happy Memories, Period
Don’t ever give up your memories of youth. Just find someone who’ll help you find them.
Sign up for The NextStage Irregular, our very irregular, definitely frequency-wise and probably topic-wise newsletter.
You can follow me and my research on Twitter. I don’t twit often but when I do, it’s with gusto!
Have you read my latest book, Reading Virtual Minds Volume I: Science and History? It’s a whoppin’ good read.
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Do you have 97 seconds and 99¢ to learn how to market yourself better?
NextStage’s 1 Minute MarketLift podcast, “What’s in Your Wallet? – What Your Business Cards Say About You” can do just that in just that amount of time. Here’s how “What’s in Your Wallet? – What Your Business Cards Say About You” came about:
A friend’s company (three offices, international client base, F100s to solopreneurs) was rebranding and part of the rebranding effort involved redesigning their business cards. They’d gotten it down to six styles and asked NextStage to take it from there.
Before looking at their final six we asked, “What’s the one thing you want people to think when they see your card? What’s the one impression you want them to have?”
Their answer was “You can trust us”. The podcast explains how to take any business card and have trust be the take-away.
Have a listen to NextStage’s 1 Minute MarketLift podcast, “What’s in Your Wallet? – What Your Business Cards Say About You”and let us know what you think. 
Sign up for The NextStage Irregular, our very irregular, definitely frequency-wise and probably topic-wise newsletter.
You can follow me and my research on Twitter. I don’t twit often but when I do, it’s with gusto!
Have you read my latest book, Reading Virtual Minds Volume I: Science and History? It’s a whoppin’ good read.
Learn the latest regarding NextStage blog posts, conference sightings,
whitepapers, tools, presentations and more via The NextStage RSS feed .
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This post first appeared here in a LinkedIn HIMSS group on the topic, “What will drive the next wave of healthcare innovations?” In that LinkedIn topic, the willingness to “envision possibility” is excellent as a theme for systemic change (Note: on 2013/03/13, a paragraph was added below on “How about region-wide protocols…”). However, much energy along the “envision” line looks to me to be very narrowly incremental within the boundaries of current regional operational and payment frameworks. How about workshops to “envision possibility” along new lines of inquiry as below to provide a “health supply chain” boosting regional health, labor productivity, and economic betterment?
For example…
How about serious energy for regional and population-wide health systems that address linking walk-in sites, primary care, and hospital care, where regional hospitals act as the head or heads of a regional health supply chain infrastructure, by applying a regional health resource based on the nation-wide patient- and practitioner-oriented VistA resource (largest VistA enabling firm is Medsphere), possibly even partnering with people like a reoriented VHA team to build a regional “supply chain” of regional health services?
How about funding the regional system with the aggregated health budgets of all regional private and public employers and also the disbursements by regional CMS and state Medicaid?
How about a region-wide ACO structure that included a funds aggregation and episode or capitation disbursement function (possibly with FFS for diagnostics) to handle the above funds flows, using the administrative processing resources currently offered under contract by health insurance firms?
How about chartering the regional ACO body to move toward cross-silo, distance-enabled health teams that reach from hospitals to the walk-in centers so that people can check “yes” on a walk-in HIPAA screen to snap down a health recap from the Electronic Health Record (EHR) in the regional hospital infrastructure so the walk-in staff of MD-DDS supervised NP-PA-RN-PharmD-therapist pods can see in the health recap the morbidity profile and trended vitals-labs-meds, coupled with the ability to upload the results of the walk-in visit based on local event closing, networked upriver cross-silo tele-support, or upriver primary or hospital triage?
How about leveraging the walk-in infrastructure already forming mostly outside traditional hospitals by pharmacy-based retail health clinics (RHCs), and even more substantially by partnership franchises for urgent care centers (UCCs), community clinics (FQHCs), and employer-located front-line care facilities?
How about region-wide protocols coordinated through the regional ACO and regional health system for regional care coordination, patient navigation, meds management, and structured scalable care transitions for unit and organization transfers-discharges-followups involving any service areas within or between any regional health and wellness facilities?
The above notions are not to ignore the serious work fostered at the recent HIMSS13 conference. However, exploring putting into motion regional health frameworks as sketched above seems the real meat and potatoes of a genuinely transformative and systemic patient-centered regional healthcare innovation process. In the most respectful way possible, I’d suggest asking if the current wave of activity is not mostly focused on optimizing islands of traditional physician-centered hospital and primary practice within the traditional health and intermediated funding infrastructure that costs too much and delivers too little.
In the Wednesday debate, both Romney and Obama did details, but Romney had a better game plan – if he wins the toss, start second so he can see Obama’s approach and delivery as the first speaker, and also so he can have the evening’s last word by which to leave the final impression on viewers.
But aside from debate game plans, the Romney team clearly pushed in the two-party debate planning process for the debates to focus on detail topics – the strategic goal being to cause Obama to focus on details and not have time to bring up his leadership in pulling the country out of a deep hole. The resulting dog that didn’t bark is that Obama never got into gear on his real value as a leader, versus his day-to-day work as a manager.
Then Romney played the next game plan card by claiming that Obama didn’t include Republican input to Obamacare. At that point, Obama fell into the trap and failed to point out that the Senate leadership had openly stated their top job was to make Obama a one-term president, and that the House leadership was internally whipsawed by the take-no-prisoners stance from the Tea Party movement.
In the debate, Obama did not point out that the lack of bi-partisanship was due to the Republican decision to offer no willingness to make any negotiable and workable contribution to either the process or the substance. In effect, the Republicans went on a sit-down strike, and then blamed Obama for not working with them. And Obama did not use Romney’s artificial complaint about cooperation to make the point that the Republicans were the ones who chose to sit it out while throwing darts at the work in progress.
Obama’s missed opportunity to set the major legislative story straight set the tone for the evening. From then on, it was detail after detail, where Romney’s business sense excels at building stories from highly artful and colorful numbers. Obama’s lifetime as a lawyer in ward politics did not give him the instinct to elevate the exchange to the place where he really excels, which is connecting leadership with operational action across the huge mix of players in DC to get things actually to happen. Wow.
Focus on accomplishments to restart our country – leave off saying the bank crisis is the fault of others, as both parties did their part since 1980 and before to unwind and reject responsive regulatory safety nets for the nation’s banking system and securities markets. Observe that if steps now taken, though vital as far as they went, were less strong than called for, it had to be that way to help the other side not frustrate the needs of millions across the country – that’s what it takes to join across the aisle, and that work of joining for the common good is a hope worth nurturing.
As to the future, now is the time to ensure our steps together toward life and safety in a big planet do not wreak havoc on our ability to share comity, to seek to know and think and speak unafraid about actions by your own government, to be ourselves in our own lives and bodies, to be unafraid to see justice at work for domestic and foreign matters in our country’s state and federal courts, to end the self-destructive War on Drugs, to face the future with confidence that we do know how to fund the necessary work of staying healthy, teaching our youth, exploring our world and the planets and all that science and poetry can reveal, and also caring for the ill and the wounded and the unemployed and the older population, and that we are wise enough to be clear in our vision so we can pay our debts not only by governing and taxing ourselves with prudence and progressive fairness, but also by spending wisely to help our economy grow at home as well as sell our works and foods to people around the world, not only including our friends in Europe and the British Isles, Russia, China, Japan, India, Asia, Africa, the Middle East, Southeast Asia, but also here in North America from Canada to Mexico, in the Caribbean Sea, in Central America from Belize and Guatemala to Panama, and in South America from Brazil, Peru, Bolivia, Chile, and Argentina to Venezuela, Columbia, Ecuador, and all their neighbors.
At home in this country, at peace in this hemisphere, North, Central, and South together, and at peace with all the nations and faiths who work toward mercy as well as justice in a shared quest for a larger and better life in this life and a deep belief in our ability as individuals and nations to achieve a better place for our children and their children as far as we can see—we ask and seek all this with our faith in a just and merciful God and our belief in our ability with His help to be wise enough to nurture our rapidly warming world and to achieve an enduring good and useful life for us all on this Earth. Thank you, God bless you, and may His grace be upon us all.
Good for you!
We use to define consultants as “unemployed with a briefcase”. That “unemployed” part is increasingly true in this economy. NextStage has been consulting since before it was officially “NextStage” (I started consulting in 1999. We became NextStage in 2001) and we’ve managed to keep going while others larger and smaller faded away, some quietly, some in blazes of unglory.
But good for you, seriously. Here’s some things that may help you before you get too far down a road you can’t follow.
1) Have an Active Client List Before You Start
There is a standard rule that customer acquisition is far more expensive than customer retention. Acquisition is more expensive than retention because, from the client’s side, the devil you know is better than the devil you don’t. In other words, clients may be getting rubbed raw by their existing consultants but they know they’re going to get rubbed raw, have a pretty good idea how raw they’ll get, how much it’ll hurt, how long the pain will last and what they’ll need to do to alleviate it.
You, however, are completely unknown to them. They have no idea how much pain you’re going to give them, how raw you’ll rub them, how long the particular type of pain you provide will last or if they’ll be able to alleviate it.
Realistically, who would you go with?
Everybody’s making promises to them and your promises are no different. You can even say “Give me a chance, no charge, and if things work, hire me for more” and they’ll balk because seasoned businesses know what you’re really saying is “Let me get a foot in the door and I’ll dig in deeper than an Alabama tick. You’ll never be able to get rid of me”.
So, before you hang out your shingle announcing yourself to the world, make sure you already have some portion of the world willing to come under your shingle. And get written commitments. Potential clients can still back away and if it’s in writing it’s a little more embarrassing for them should they need to hire other consultants.
2) Make Sure Those Clients Speak Well of You
Ever heard
It takes 47 attaboys to make up for one ohsh?t
The above is extremely true in the world of consulting because word-of-mouth can make or break you. Spend what you want on search engine listings, fancy websites, brochures, conference booths and the like, one bad referral and your business is ruined.
That noted, don’t cave in to idiots. Stand your ground, hold your own, and always present yourself in the best terms possible. The business world may work with idiots at the helms of certain companies because it has to and that doesn’t mean it wants to. Another of my favorite sayings is
If the butchers, the bakers and the candlestick makers think you’re an idiot, then you’re probably an idiot. However, if the butchers and the bakers think you’re great and the candlestick makers think you’re an idiot, the problem’s with the candlestick makers and you’re probably okay.
Like all rules, the Butcher-Baker-CandleStick Maker rule needs to be applied carefully and apply it you must, especially when you’re consulting.
3) Get Advisors
Part of the ability to identify prospects, partners, friends and yes, idiots, is in our social wiring. We learned a lot of it on the playground growing up. Another part of it comes from experience and as Steven Wright says
Experience is something you don’t get until just after you need it.
You can get experience before you need it by asking people to advise you on business matters.
I recommend you seek out the counsel of others on all matters, actually, not just business because (and as we’ll note further down in this list) any one part of your life will affect all parts of your life. A painful personal relationship will affect business et cetera et cetera. The only way to avoid this kind of cross pollination is to have some one part of your life dominate all parts of your life. The person who is always “working” is an example of this and all things come with a price. If you’re always working then you’re not living and of the two, I’ll chose the latter. I’ve never heard “If only I spent more time in the office…” as anybody’s deathbed lament.
4) Be Prepared to Spend the Bulk of Your Time Finding New Business
You may be lucky enough to bring a full rolodex of clients to your consultancy. Good for you. Are they going to be clients forever? Are their businesses set up as legacies so that when new management comes in, your position with that business remains intact or will new management bring new consultants with them?
People move on, retire and die. You need to keep your sales funnel full. Keeping it full means, as noted above, getting out where prospects can both find you and interview you. Often this “interviewing” takes place at conferences and conventions after the presentations and panel sessions are over. The technical term is schmoozing.
Schmoozing is an art and part of that art is, paraphrasing Willie Sutton, going where the money is.
For consultants, going where the money is means finding the conventions, conferences, networking groups, et al, where your prospects will be. It’s perfectly useless to spend money on a booth, brochures, presentations, panels, keynotes, et cetera, for a conference/convention/networking event that isn’t the best possible audience for your product/service/offering.
Most consultants work with limited budgets and wise spending is paramount. Find the correct audience first, learn where they go and go after them. One minor thing I’ve learned that’s proven invaluable is to preface any schmoozing with “Mind talking a little business?” or “Mind not talking about business?” These phrases immediately convey my goals, let others know my boundaries, so on and so forth.
If nothing else, if guarantees you and they won’t waste each others’ time.
5) Choose Your Networks Carefully
You can go nuts preparing for, traveling to and attending conferences. As noted above, I recommend finding those that will return the most benefit to you.
Right along with that and usually much more accessible are local networking events. Networking events are where bunches of unemployed people with briefcases (consultants, remember?) gather to exchange business cards, leads, ideas, partners and the like.
And there are both online and offline networks. Online networks have blossomed in the past year, it seems. I get at least one invitation a week from a “close friend” — usually someone I don’t actually know — to join some new kind of business network. Some offer to pay me for making referrals for others, some offer free services for making referrals, there’s always some kind of offer that makes them better than the invitation I received last week.
Same rules apply. Before you join an online network, check out the membership. Are the members prospects for what you do or offer? Can they bring you new business? Will they bring you new business? Are you just another notch in their belt or another dollar in their pocket (for their referral) or can you really benefit them and be benefitted in return?
Decide accordingly.
6) There Are Peers and There Are Peers
You’ve got advisors, you know which conferences/conventions/networks to go to and you know who’s opinion matters.
Put them all together and you can figure out who’s your peer. Sometimes peers are nemeses — they show up when you don’t want them to and most often keep you in line when you’d like to step over that line a bit — sometimes peers are allies, sometimes peers are adversaries and sometimes they are enemies. I prefer the nemeses because they help keep you honest. Exaggerate or misstate and they’ll let everybody know. They keep you on your toes and that, I think, is a good thing.
But when you’re going to see a client and need some backup? Pick an ally, pick them well and carefully.
Adversaries are not enemies. Sometimes adversaries can be allies and most often a good adversary ends up as a friend. Adversaries are merely those who are going after the same jobs you are. Spend time with them, learn about and from them. It’s the only way to be better than them.
Enemies just want to hurt you. Leave them be. If you must respond to them, respond honestly. And document everything.
7) Be Prepared to Spend the Bulk of Your Time Investigating the Tried&True and New&Blue in Your Field
Prospecting and staying on top of your field are going to vie for time once you’re a consultant. Prospecting is covered in item 4.
How does one stay on top of their field? Fortunately, some of that comes from networking. There’s also reading, writing, going to conferences and conventions, taking webinars, …
So the first thing you’ll notice is that a lot of staying on top of your field can be done via what we’ve listed already. Good.
Now comes the more interesting part, a variation of “There are peers and there are peers.” This time it takes the form “Learn how to discriminate between news and marketing fluff.”
And there’s a lot of marketing fluff out there. One promoter pleaded with me to do a presentation and balked when I stated my fee. “There are many people interested in speaking at this event because they want the exposure and because they want to be seen as thought leaders in this emerging social analytics industry. Due to this fact, the market dictates that I cannot pay speakers when so many are lining up and eager to speak anyway (even though I am quite eager to get you on board).”
So if conferences are really marketing events, do you want to subsidize some presenter’s sales pitch?
Most people I know have been going to conventions and conferences on social passes. A social pass allows you access to the exhibitors’ floor and not much else. No sessions, no keynotes, no workshops or trainings. It probably gives you access to the schmoozing sessions and that’s reason enough to go…sometimes.
The reason social passes are so popular is because exhibitors pay big dollars for floor space on the exhibitors’ floor and speakers often have to pay for access to the audience. I’m told that all but the top keynoters have to pay for the right to keynote.
What entices exhibitors, speakers and keynoters to pay up? The promise of high attendance.
But attendance was dropping a few years back because the sessions were repetitive, there was rarely anything new presented, the workshops et cetera were glorified sales presentations, …
So how do promoters promise high attendance when the conventions themselves are no longer the draw?
Social passes. They cost much less and they keep attendance numbers up.
So unless there’s a real good reason for you to attend the actual sessions, workshops, keynotes and the like, you can stay on top of your field for a much lower price by going social. That and reading something other than marketing hype in your field, talking with your peers to learn what they know and are doing, so on and so forth.
8) Take a Class in Negotiating
The best definition of negotiating I’ve heard is
The art of getting as much as you can of what you want while giving away as little as you can of what they want.
Consultants need to know how to negotiate. Most large clients have rules in place regarding services/products rendered and payments made, most small clients don’t and my experience is that the smaller the client the more they’ll want for as little as possible.
Negotiating is necessary for lots of reasons. Perhaps the most important is that the majority of people new to consulting don’t know what they’re worth, hence price themselves out of their market either positively or negatively, give too much away in the name of business development, give nothing away and always there’s some mix of the above.
Another important reason to develop negotiation skills is to learn what jobs you shouldn’t take on, what clients you don’t want to sign.
And if you’re beginning to see that new consultants need to know what to stay away from, you’re on the right track.
9) Make Sure You Get Paid
There are two types of clients: those who pay you in coin of the realm and those who pay you in promises to pay you in coin of the realm. Have you ever heard “Promises make a thin soup”? Learn it. It’s true.
Clients that pay you are the ones you want. You can take that payment and pay your bills, buy nice things for those you care about, generally keep yourself and your business going.
Clients that don’t pay you won’t pay you for lots of reasons. Surprisingly, many of those non-payment reasons have little to do with you, your product, service or offering in general. Most times non-payment occurs as part of a power play from client to vendor and closely resembles victimizing behavior. Sadly, this denial of payment most often occurs after you’ve demonstrated good value. The most insidious form involves having you in for an “interview” wherein the client asks how you’d solve some problem, you provide a working solution, they thank you but never call you back to implement. The giveaway to the latter is that they or their second in command takes lots of notes, but not when you talk about past engagements or references.
My suggestion, should this or something similar occur to you, is to quietly walk away. But do share your experience when you go networking. That one outing may have cost you but the benefit you bring others will come back to reward you.
Good and worthy clients will pay you and promptly because, should you go out of business for lack of funds, they’ve lost a trusted and worthy vendor. Letting a vendor go under does not help anybody’s business so good and worthy clients will make sure you’re paid or let you know well in advance there may be a hitch in payment, some of which may involve renegotiating your fee. Remember that in this case these people are having troubles of their own and want to negotiate in good faith. Forget any pound of flesh getting, they’ll remember that you helped them and come back over time.
Again, good business, that.
10) Make Sure You Have Family Support
Most important for consultants is to have family support. Family support and a partner making sufficient income to support the family while your consulting business grows. It’s great to have family members believe in you, its better to have family members that don’t suffer because they believe in you.
Not suffering can take lots of forms. Is everybody willing to pull together? Is everybody prepared to deal with a major change in financial lifestyle? Can your family take the strain of you having no work for three months then too much work on the fourth?
So before you go the consulting route, make sure your family is with you. More than being with you, make sure they’re staying with you.
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Sign up for The NextStage Irregular, our very irregular, definitely frequency-wise and probably topic-wise newsletter.
You can follow me and my research on Twitter. I don’t twit often but when I do, it’s with gusto!
Have you read my latest book, Reading Virtual Minds Volume I: Science and History? It’s a whoppin’ good read.
Learn the latest regarding NextStage blog posts, conference sightings,
whitepapers, tools, presentations and more via The NextStage RSS feed .
NextStage Evolution
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Friends of NextStage LinkedIn Group
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Tom Bigda-Peyton
Clarissa Sawyer
Rick Lent
