Most cover letters are addressed to people you don't know, so let's just stop referring to them as cover letters since what they really are is sales letters. You are trying to sell yourself to a stranger.
The best way to think about this letter is in terms of direct mail, so pay attention to the well-funded, unsolicited offers you find at your doorstep. Many of those envelopes have been created by the finest writers in the direct mail business.
Here are eight rules from the direct mail experts that should guide your cover letter writing:
1. Open with a bang.
This is the line I used to write: “I am writing to apply for the position you advertised blah blah blah.” But DUH, of course you are writing to get a job. Why else does anyone write a cover letter? So use your first line to sell yourself and make yourself stand out. For example, “I think your company can use my exceptional sales skills and ten years of experience in your industry.”
2. Be clear about your purpose.
Your cover letter is the introduction to your resume. If your cover letter is longer than a page then it is likely longer than your resume, and who ever heard of an introduction that is longer than the main event? Also, write a separate letter for each job, because each sentence of your cover letter should be specifically relevant to the job at hand.
3. Use your time wisely.
A hiring manager spends ten seconds on a resume to decide if she'll reject it or not. This ten seconds includes your cover letter. Don't let your cover letter waste your ten seconds. The rule of a resume is that every single line of the resume sells you. This is true of the cover letter, too. In fact, it's shorter, so it should sell with more punch. Every sentence of the cover letter should give a specific reason for hiring you because you never know which sentence will catch the reader's eye during your precious ten seconds.
4. Format strategically.
Bullets work well in a cover letter to highlight your relevant achievements immediately. Odd numbers of bullets are proven to be easier to read than even numbers, so use either three or five. Seven is too many — the list will look so long that people will skip it.
5. Tell the reader the next step.
A cover letter introduces a resume and the point of the resume is to get an interview. So in the cover letter say flat out that you want a phone call or an email, because that's how someone sets up an interview. This call to action makes a nice last paragraph.
6. Say it, and then say it again.
Put your email address and phone number at the top of the letter, and on the bottom, too. The hiring manager should not have to hunt for your contact info because each second of that hunt is a second the person could change her mind about calling.
7. Come back to it.
If you copy and pasted and have the wrong company name in your opening sentence Spellcheck won't catch it and probably neither will you because it's very hard to catch errors when you've been rewriting the same letter for an hour. So come back to the letter in two hours, proofread, and then send. You'll be amazed and grateful at the errors you catch.
8. Follow up
You have to. I know it is a discouraging call to make because the odds are that you won't get through to a real person. And if you do get through to a real person he will give you no information. But there is a very slim chance that you will get someone on the phone who will take a good look at your resume just because you called, and that will get you the interview. That's why you need to make the call — because it just might work. Besides, picking up the phone is a lot easier than finding another job opening and writing another cover letter.
The fact that good-looking people make more money is truer for women than men, which is especially unfair, because it is very hard to not gain a million pounds when you're pregnant; I gained sixty. This column is about my two-month quest to lose that weight, and the importance of making a plan for any large and difficult goal.
I happen to have a book deal that is predicated on a grand speaking tour, and the speaking tour is predicated on me not being overweight, and the bookings need to start in September. If I can't line up speaking gigs, I can't promote my book, and if I don't promote my book, it won't sell and I won't get another contract. So losing weight became my number one job.
This is what my agent said three days after I delivered the baby: “I don't mean to be harsh, but you look terrible.”
This is what my husband said two days later: “The stress of you having to lose so much weight so quickly will kill us both. Give back the money you got for the book.”
I did what works best for me when I'm in trouble: I wrote lists and schedules. I wrote a schedule for two visits a day to the gym and lists for what I would do there each day. I wrote a schedule for the babysitter, who had to come to the gym with me because the baby is not on a bottle. (Yes, I got off the treadmill to breastfeed.) I wrote a list of food — what to carry with me each day, and when to go food shopping, because if I'm starving in front of a bakery with no food in my backpack I'll do the bakery. Finally, I scheduled the date I would go to my agent's office to show her that I lost the weight.
It worked. I lost twenty pounds just by delivering the baby. But I lost forty pounds in two months. People are shocked to see me, and they ask me how I did it. First I tell them that if you had to lose weight in order to earn a living, you'd be able to do it, too. I gained insight into ultra-thin Hollywood; not being able to work if you take too many bites of cookie gives you a lot of self-discipline.
But the bigger factor here is that I came up with a schedule and followed it. And I realized that I could do this for any goal, not just weight loss.
Many times we are scared that we won't meet our most important goals. Decision points cater this fear— they open the door to self-doubt and inaction. But meticulous scheduling up front, and a belief in your planning abilities will allow you to relax; tune out your worries and just follow the plan.
You can't take this advice for everything in life. But making an extremely detailed, well-thought-out schedule to support an ambitious plan, is a great way to ensure you meet your most important goals — the ones that will make or break your career.
Some of you will realize that your career really is stalling because your weight makes you look out of control. For most of you, though, weight loss will not be all that important. But you might have other goals that you worry you won't achieve, such as switching careers, going back to school, or growing your consulting business.
Make a commitment to yourself and to your most important goals by reserving time in your day and space in your head to meet your goals. Great ambitions are not met haphazardly, and many times are not met at all. You can increase your odds tremendously by planning meticulously.
My next step is finding good places to book my speaking tour. I had been worried that this would not work out. But now I feel more confident. I am making a plan, as detailed as I made for the weight loss. And I know if I execute the plan on a daily basis, I will end up with a speaking tour that I like.
Preparation for an interview should include preparing to be silent. An interview is a sales call, not a chat session. So you shouldn't answer every question you get. Sometimes, you need to give a non-answer. This might feel a little weird to you, especially if you're a genuinely honest person. But remember that in most cases, not answering is not dishonest, it's just smart. Here are three areas of questioning that you should skirt.
1. Don't talk about the hunt. Everyone wants to hire a superstar. And superstars do not have to go through a big job hunt — the jobs come to them. So you devalue yourself by discussing your exhaustive hunt, and how long it's taken, how sick of it you are, etc. Hunting for a job is not a position of power. It is situation of neediness.
A way around this topic is to focus on how many interesting things you are doing while you are unemployed. Or, if you still have a job, talk about how much you love your current job and that you only interviewed for this position because it is such an incredibly perfect match for you and the company. Goal: Keep the focus on how happy and involved you are. Those are the kind of people companies want to hire.
2. Don't give a number when negotiating salary. You will never gain anything by giving the first number in salary negotiations. If the person asks you how much you make, how much you want to make, what ballpark you expect, etc., your best response is a non-response. If you give a number that is lower than they expected, then that's what you'll get. If you give a number that's higher than they expected, they'll tell you.
In order to successfully avoid saying a number, you need to be ready with other things to say. A good start is saying you'd like to know the range the position pays. If they keep pressing you, say you think your salary history is not relevant because this is a different job. In the end, you might have to say flat out that you're not going to give a number. Someone who has pressed you very hard for a number will respect this answer — after all, no one presses this hard unless he understands that knowing a number gives them a huge advantage.
3. Don't say you want reasonable hours. Ninety percent of the world will tell you they respect that request. Twenty percent of the world will, in fact, be able to accommodate that. So instead of talking about reasonable hours, observe the office to see the hours people keep.
People who have no respect for reasonable hours will make that clear in an interview. Either by announcing it, or by doing something like scheduling the interview for the middle of the day on Saturday. If you have to make a point of reasonable hours in the interview then you're probably in trouble. If the office culture is long hours, then even if they tell you that you can go home at 6pm, you will be marginalized among workaholics.
But while you're concentrating on keeping your mouth shut, remember also that you have to talk in order to be likeable. It's important to be yourself in an interview. You need to trust that your true self is likeable, and you need to let that self show through. So don't talk about things that will make you look unemployable, but don't be so uptight about what you say that you can't be yourself. Being your likeable self is what will get you the job.
Whether you're thinking of a top-tier MBA or a PhD in anthropology, there is a right way and a wrong way to approach graduate school. You need to understand your dreams, and what is required to achieve them. Also, you need to understand the marketplace, and what it values.
If you dream of climbing ladders in the Fortune 500, get an MBA. The degree a VIP ticket to corporate life and a prerequisite for the top ranks. And if you have the luck of being in your 20s, don't wait, get the degree now, when it can get you a better starting job after you graduate. If you've already made headway in your career, you'll still need that MBA, but when you're older it's more like a career lubricant than a jump start: The degree has little impact on where you are now, but prevents you from getting stuck later.
Think twice before cashing in your chips for less respected school. The top five or ten business schools have a much, much higher value in the business world than all the other business schools. If you attend the third tier school, do it at night because the cost to your checkbook and your career growth while you're in school do not outweigh the benefits of the degree you'll earn.
For some people, though, graduate school is not so much a way to fulfill a dream as a way to put off finding one. Thomas Benton, a pseudonym for an assistant professor who writes a column for the Chronicle of Higher Education, blames much of the flight to graduate school on grade inflation and fragile egos: “Humanities majors are used praised from professors. Many recent grads return to school when they discover that not everyone thinks they are as great as their humanities teachers did. Humanities don't have the objective standards of business. Going back to grad school allows people to reestablish their ego. But it is short lived because they have to face the same market when they get out.”
So be honest with yourself. If you're going back to school because you're nostalgic for the days when you could get a good grade and a pat on the back. If you're looking for grad school to give you breathing room from the realities of adult life, you probably need a social worker more than you need another degree.
Besides, breathing time in grad school only delays future feelings of suffocation. For example, MFA programs do not make you more creative, they make you more qualified to teach. And the academic job market is a nightmare. One out of five people who enter English literature PhD programs will get a job in that field. The rest will find themselves back at square one, waiting tables, albeit with improved literary banter, and looking for a career.
Lost humanities students with an eye for cash and stability often enter law school because other professional schools require too much math or science. Yet the land of lost lawyers is full, too, which confirms that if you don't have a passion for what you are going to learn in graduate school, you shouldn't go.
If you still think you might be best off at grad school, then here's a checklist of things you should do before you apply:
1. Try other jobs first. The people who do best in graduate school are those who don't use it to escape their terrible job life. So find decent alternatives to going back to school, and if you still want to go back to school then you should.
2. Determine if an advanced degree is necessary. Talk to people who are where you want to be in five years to ten years. If those people got there without a degree, then you probably can, too.
3. Take the passion test. Are you reading about your proposed graduate topic now, before you are in school? If you're not passionate enough about the subject matter to read about it on your own, then you should find something to pursue that excites you more.
Recently I read about a company which has three full-timers whose only job is to make employee life fun. They plan outings, parties, raffles, all reportedly in an effort to “stave off headhunters” and to keep engineers working “12- 15 hours days.” Here is a little note to the hundreds of employees at this company:
HELLO OUT THERE? Are you people morons? Why are you at a company that consumes all your free time with work and then, as a bonus, sucks up the only hours you have left to sleep and shower? This is not an office with perks. This is serfdom. This is paternalism. This is the organization man of the new millennium.
If you're at a company like this one, you need to get a life. The only people who are willing to work at this kind of place have no life outside of work. If you have friends who are not at the company, they are probably no longer your friends. If you have a family and you work at a company like this, you will get what you deserve: Kids who have no relationship with you.
And do not, I repeat, do not tell me that you have to work at a place like this because of the incredible projects you get to work on. People who are truly talented do not have to suffer draconian hours and insulting “perks” in order to get on good projects. In fact, you can bet that the people who are amazing at their job, are smart enough to live a life outside of their job.
So check this out: You are surrounded by sub-par workers when you work at a place that does not respect employees' personal lives because only sub-par workers put up with that.
Here's another thing some of you will tell me: You have to “pay dues” in your profession. But you know what? That's an excuse you use for having someone else take care of your career path. Sure, you can play the law firm or consulting firm game, and put in huge number of hours just because the rule is that you put in huge number of hours to get to the next level. But you don't need to do that.
You can make your own path, which is not so far fetched if you are good at what you do. You can freelance, you can work at a small firm, you can intern for someone who will mentor you, or you can become an entrepreneur. The demographic starting businesses at the fastest rate is 18-34. Now you know why.
My brother, Erik, is at an investment banking firm at the grunt level. He has been working twenty-hour days without anyone batting an eye. When he looks above himself in the ranks, it doesn't seem to get better. People don't have a lot of control over their workloads, or the timing of their work, and people don't seem particularly happy. So he's leaving the bank for a smaller firm where people have lives.
And this is why: Because the smartest people in the world are in a position where they have control over their work and room to grow a personal life. It's a fact. You might say, “But they paid their dues.” To this I say, Who cares? It's a new world out there, and there's no reason for you to have to pay dues just because the generations before you were not creative or independent enough when they thought about their careers.
And wait. Everyone who is about to send mail to me about how “young people need to learn to work hard” think about this: There are many ways to work hard. Thinking rigorously, and putting one's heart into a job are different than working long hours. In fact, I'd say of those three ways to work hard, long hours is the biggest cop-out.
So work with your heart and your mind, and make sure you have time to use both of those in your personal life, too.
Here is a message for people who say they can't stomach office politics: You will die a slow, painful career death. This is because there's no getting around office politics, and mastering them is essential to being able to steer your own career. Don't take that as bad news, though, because mastering office politics is good for your soul. Really.
Office politics is inescapable because it's about dealing with the people. When there is a group of people — anywhere, even on the playground — there is politics.
Let’s say you pack up your bags and go work in a national park, with trees and rivers and no cubicles. There will be politics about who has to take care of hikers when it’s raining and who gets to stay dry, and if you are bad at politics, you will be wet every time.
Politics is part of society. And my guess is that you want to participate in society (at least) so that you can support yourself. But people who are good at politics are generally empathetic (they understand who needs what) and they have good self-discipline (they can moderate themselves so they are pleasant to be with.)
Most people who hate politics think they have to change who they are to succeed. Really, though, anyone who is being their best self — kind, considerate, expressive, interested in others — will do fine in office politics.
So get to know yourself. Saying you just can’t do politics is giving up on being your best self.
And wait, there's more good news about office politics. If you really take a look at what's going on over there at the water cooler, people are not jockeying for power, they are hobnobing for projects. That's right. For most people in today's workplace, office politics is about getting the best opportunities to learn and grow; the best projects, the best training, the assignments that build skills the market values.
Office chatter with the vapid goal of getting power over other people is, frankly, a little offensive. But it is hard to fault people for wanting to grow and learn. In fact, I find more fault with people who care so little about personal growth that they won't spend the extra energy politiking to get themselves on good projects.
Maybe you are convinced, but you are feeling at a loss to get started. Here are relatively simple things that people who are good at office politics do:
1. Make time for it — both in terms of face time, and time alone to analyze the face time.
2. Listen. How can you learn anything when you're talking about what you already know?
Here are realtively difficult things that people who are good at office politics do:
1. Have genuine interest in other people. Each person is interesting if you are interseted enough to ask the right question.
2. Feel empathy. This means putting yourself in other peoples'shoes all the time. And not judging them.
Maybe you're still thinking of being the person at the office who abstains from office politics. Realize that you won't last long — in the office, that is. Putting your head down and doing your work is a good way to ensure that you don't connect with anyone. This situation is deadly in a world where people are hired for what they know and fired for who they are. People need to get to know you in order to like you.
The act of making yourself likeable is office politiking. You shouldn't have to be fake if you are a geniuinely nice and interested person. If office politics requires you to do soething that feels fake, consider that you were not likeable in the first place. For you, office politics is training ground to teach yourself to be likeable, and, as a side benefit, you will save your job. For others, office politics is the time at work when you get to be your best, true, self in search of more learning opportunities and more human connections.
Periodically, a college student sends an email to me asking if he or she can interview me for a term paper. I always say yes, and I always learn something about my work by answering student questions about my career.
Invariably, within the list of questions, there's a stumper. This week, the stumper was, “How do you spend a typical day as a journalist?”
I started to answer the question. But every time I started to write an answer, what I wrote sounded terrible. The truth is that I never set out to be a journalist, so I have never been particularly organized about my typical day.
I was a marketing executive who happened to have landed a column. The pay for the column was paltry compared to my corporate salary, and consequently, I devoted a paltry amount of time to the column —writing it during a sales meeting, on my way to an office picnic, or at my in-laws' home in between shopping and dinner.
Part of the reason for my cavalier attitude toward making time for the column is that initially I did not understand that having a nationally distributed column is a big deal; I was in a business where a big deal equaled a big paycheck. But after I left corporate life for a writer's life, I started to understand how lucky I was. So you'd think, after three years of writing full-time I'd have developed good work habits as a writer, but I haven't.
This is surprising to me because in my corporate life I had very good work habits. As I was climbing the corporate ladder, it became clear that you can only move up as fast as you can adjust your work habits to the next rung. For example, the move into management means you have to learn to finish your own work in a way that leaves room for you to help other people with their work. You have to restructure your workday to make other people a priority.
There were times when I distinctly remember changing my workday in order to accommodate a new position. For example, my boss told me that if I could offload all of my responsibilities as a marketing and software production manager, then I could take seed money from the company and start my own company. I realized that the faster I could reorganize my workload and delegate, the faster I could move on with my career. So I did that. Within weeks, and astounded even my boss with my speed.
Achieving long-term goals and tactical plans all depends on work habits. You need to devote time to getting short-term projects done, to managing long-term projects, and to thinking both strategically and creatively.
Each time I've wanted to make headway in my career the fastest path has been by changing how I spend my days; if nothing else, how you organize your days is one of the few things most people can really control.
Which brings me back to explaining to the college student about my work habits. It was untenable to have to confess to her how I was working. I was such a bad role model because in terms of organizing my day, I still treated my writing career like it's a sideshow.
I could accomplish so much more if I would get more organized. So I worked backwards. I said to myself, what kind of answer would I expect from a successful career columnist as to how she manages her days to make her career bloom?
I think it would look like time slots:
Writing email
Working on projects with deadlines
Thinking about long-term projects
Publicity
Networking
Once I started having days like this, there was immediate change — I accomplished more than usual and the work was higher quality because my days were organized around particular long and short-term goals.
I ended up confessing to the student that I started with sloppy work habits. But I told her that I was reforming myself. I told her about my carefully scheduled days and strategically organized weeks. Then I sat down to write this column, which I now have a special time each week to write. And I was just a little bit more calm than usual because having a detailed work plan in hand makes me feel like I really am going to meet the goals I have for myself.
I am not featured in my high school yearbook as person most likely to be giving career advice. In fact, people were probably thinking, as they signed my yearbook, that I was the person most likely to never even find a career. This is because I have had bouts with mental illness since I was a teenager.
So I am enraged at Tom Cruise's crusade against effective treatments for depression. Depression is serious: Fifteen percent of clinically depressed people die by suicide. If you are depressed you need to get medical help immediately.
The World Health Organization ranks depression as the fourth most common disease (after lower respiratory tract infections, diarrheal diseases, and conditions arising in the perinatal period.) Research from Yale University showed that 70% of people who saw a doctor for depression were successfully treated.
Unfortunately, most people who are depressed do not seek help. Probably because the world is full of lunatics like Tom Cruise who belittle the illness and its treatments.
Statistically speaking, depression is a workplace issue: One in five working women suffers from depression. It is twice as common in women than in men, and among women, high intelligence is a risk factor for depression. So I am probably not the only woman you know who has been depressed.
Depression at work feels like depression anywhere else: A wave of hopelessness overcomes you and you have no idea why it's there or what to do to get rid of it. But if you are working, it's more likely to happen at your desk. If you have a door on your office, you lock it. If you have an opportunity to “work from home”, you announce you're taking it. These are tactics I have used. But believe me, they don't work for very long.
I never realized how optimistic getting out of bed was until I had depression. Getting out of bed is an act of hope — that there is something to look forward to in life. When depression came, hope and faith left. For no apparent reason.
Depression was immobilizing, and when I was depressed I spent most of my time at work covering up my inability to get anything done. For a while, people assumed I was taking care of things because I was a person who always took care of things.
But it's hard to hide depression at work. I started looking weird. People noticed, for example, that I couldn't have a conversation about anything because conversation requires interest and depression made me uninterested in everything. Everyone has an off day during an important lunch. But you can't have too many of those.
If career success is about building a strong, competent image of yourself over the course of time, then depression is the antithesis — it destroys your image relatively fast. People started to wonder who I really was. And so did I. I couldn't make decisions, I couldn't keep a schedule, I was not reliable and no one knew why.
Depression made me hide. I was not a mom or a wife when I was depressed, so hiding was relatively easy. The only people who needed me on a day-to-day basis were my teammates at work. So the office was my barometer for how much I was falling apart. I went to a psychiatrist because I didn't want to lose my job. In my depressed mind, I felt that if I destroyed my career, the feelings of hopelessness would kill me.
When friends ask me, “How can you write a career column? How can you care THAT much about work?” I remind them how my work saved me. Work has been a mirror reflecting myself back to me, and my career has been the thing I ultimately sought to save by getting medical help for mental illness.
So for goodness sake, don't listen to Tom Cruise: Listen to yourself. Depression is a common, treatable illness. If you think you might have it, get medical help now.
And keep an eye on your coworkers. Someone in your office is depressed. He or she might be hiding from friends and family, but it's much harder to hide from work. Don't be afraid to recommend that person gets help — stepping up at work to say what you see just might save a life.
I had my baby last week. I'm tired. But not too tired to recognize management issues during labor. There were three management styles among the people who were in the delivery room:
1. The micromanager
That was me, ordering my husband around, even when the contractions were so strong that I couldn't stand up. I'm sure he wanted to tell me to shut up, but no sane man snaps at his wife when she's in labor.
One of the more harsh insurance company rules is that when you are in labor you have to call to get permission to go to the hospital. So my husband started dialing the phone. I said, “You are not going to be on the phone when I'm having the baby. Put down the phone.”
My husband said we wouldn't be covered and we would have the most expensive baby in New York City.
But no one at the insurance company was answering the phone, so I started troubleshooting: “Dial zero. Say you’re a doctor.”
My husband said, “I think I can handle calling the insurance company. You just worry about the baby.”
At some point I stopped harassing my husband, but not by choice, only because the contractions were too strong.
2. The coach
About half way through labor I asked for an epidural. At that point, I was in severe pain. For those of you who have not had an epidural, it is a totally magic infusion of drugs that numbs the body from the insane pain of pregnancy without knocking you out. The epidural is not small peanuts. It’s a shot into the spine. I had to sit very still, while coping with sharp pains, and I had to sign a form that acknowledged the risk of death.
Meanwhile, I was at a teaching hospital, so the attending physician (read: real doctor) was coaching the resident (read: still-learning-to-be-a-doctor doctor). Behind my back, literally, I heard the attending using the Socratic method: “How much are you going to use?” and “Why would you go up there when you already found a spot down here?” This coaching is not what you want to hear when it’s your spine, but I see how it’s preferable to say, me screaming at my husband about how to navigate a phone tree. And, frankly, the attending did a fine job because the pain ended.
3. The trusting, encouraging manager
When its time to actually push the baby out, the doctor finally comes in, ready to go. The doctor and nurse together were watching what looked to be about six machines simultaneously. And they were watching me, and the baby, whose head was visible by now. The doctor was definitely in charge, but she almost never gave orders. There was a clear and strong trust between the doctor and nurse that each person knew what the other was doing and that they were each doing a fine job. There was a calmness and efficiency that I wish I had throughout my life.
Which is what made me think, initially, about management. When I saw the doctor and nurse trusting each other, I trusted them. I didn’t trust the resident, but the attending was so respectful of the resident that I trusted that the attending would guide the resident to a good job.
And then there was me, micromanaging. In hindsight I see that managing someone so closely that they want to strangle you is in fact sign of weakness; because either you are meddling where you needn’t, or you are surrounded by incompetence. In either case, it’s a statement about yourself. Competent people are not surrounded by incompetence. Rather, incompetence attracts incompetence.
I think about that and I think of course my husband can function without me meddling. He is smart and capable. And this is how we should feel about people we work with, too. Or we should wonder why we are attracting incompetence. There is never one crazy person in a marriage and there’s never one crazy worker.
My excuse was that I was in labor. But you probably don’t have such a good excuse. So if you don’t trust the people you work with, ask yourself why. You need to either trust them to do their job, or trust them to improve with respectful coaching. If you can’t do either then adjust their job so that they will succeed. Or else you will not succeed.
Sidenote: It was a boy. We are thrilled.
My brother Erik told me, “When I read one of your headlines that isn’t about me, I don’t read the column.”
I usually think of Erik as a good example of my target audience: He loves the details of business, he’s excited about his career, and he wants to be a billionaire. So for one, stupidity-filled moment, I thought of following my brother’s advice. But you know what? I believe that every column applies to everyone who aspires to be a respected manager and effective leader.
Effective leaders need to understand what life is like for the people around them. And since you can’t live through everyone’s problems, reading about them is your best bet for gaining a broad understanding.
To be honest, I recommend you stop reading this column right now, and start reading the literary canon: Thackery, Hawthorne, Maugham; and throw in some women like Zora Neale Hurston and Virginia Woolf; fiction is the best way to understand human nature. But most people don’t have time to work, do their daily life, and read 1000-page novels. On top of that, while you can read this column online, at work, Thackery would be more difficult in your cube.
So, since you depend on furtive, business reading in order to make yourself a better manager, you need to read broadly. That is, read about many different types of career problems in order to understand what your employees and co-workers face.
The best way to motivate people to do what you need them to do is to understand what they want, and approach the task from their perspective. Someone who only reads about their own issues will approach employees from a self-centered, and therefore ineffective perspective.
And don’t decide you can fake it because the only person you’ll be faking out is yourself: You cannot hide disinterest in other people. It shows because you are a bad listener, you have a narrow perspective, and you don’t engage people with your questions.
For those of you who are unemployed, this column applies to you as much as anyone else. You are not going to get your next job out of the want ads because, for the most part, there aren’t any. You are going to get a job from networking. And the best way to network is to learn how to understand people who are different than you so you can make small talk with them: Read broadly about business issues.
For those of you who see yourselves as corporate activists, (and are repulsed at all my advice about fitting in and sucking up,) the first step toward making the corporate world a better place is to understand the varied interests within the system. So read as carefully about the small business owner as you do about the oppressed worker. If you think fitting in and sucking up are the core of the problem, you need to have a very good understanding of the roots of that behavior. (So maybe you should cut out the columns you like the least and study them the most.)
For those of you who are like my brother Erik, congratulations on getting to the bottom of this column. It’s the first step toward a life of broad reading and broad knowledge, which will enable you to be the kind of leader who changes peoples’ lives.