An ode to PIE in the age of remote work

First published in 1996, Harvey J Coleman’s Empowering Yourself: The Organizational Game Revealed was ground-breaking at the time and still very much applies to our lives today, especially with the increase in remote working.

The premise was simple…performance alone will not make you successful. A very depressing or surprising statement based on your point of view.

“Performance alone will not make you successful”

Coleman posited that Performance is only responsible for 10% of your success, Image 30% and Exposure a whopping 60%. This was a shocking revelation at the time!

So what did he mean by each of these areas?

• Performance represents the actual work you do on a daily basis and the results you deliver – e.g. Do you put your best foot forward on every project you work on? Are you satisfied with the results that you deliver?

PERFORMANCE is the foundation of success. Without it you can’t move up

• Image is the impression that others have of you, it’s your personal brand – e.g. Do you deliver consistent results? Do most people have a similar idea about the type of person you are and what results to expect from you?

IMAGE is extremely important, especially if you want to gain exposure. Exposure with a poor image is negative exposure. You can choose how others will view you. You are ALWAYS presenting an image.

• Exposure represents the people who get to know about your results and your image – e.g. Do people know who you are and the results you deliver?

EXPOSURE is key. Who you know, and more importantly, who knows you, is the critical element of success once performance and image have been established. Exposure is critical to network up and find the right mentors.

Coleman suggested various ways to put PIE into action. Here are some examples:

Performance:

• Take credit for your performance even if you are tempted to deflect it or are uncomfortable. Take compliments and praise gracefully.
• Technical skills are only part of performance. Both your task and your people skills affect your performance.
• Set goals.

Image:

• Pay attention to your body movements. Women often fidget or play with their pens or jewelry. Men often jiggle their feet or move their hands. Be still.
• Attitude is important. Have an outreach attitude to make others feel comfortable. Keep the spin positive and stay calm in a crisis. People will remember a calm, can-do attitude.
• Learn names. People like it when you remember their names.

Exposure:

• Welcome people when they say, “Do you have a minute?” Invite them to sit down. Make it a point to have a minute for others.
• Bring learning back to your company. Share anything you find. Talk about seminars you have attended and volunteer to write articles about books you have read. Position yourself as the learner.
• Make friends everywhere. The receptionist and IT people are keys to your success. Don’t ever think because someone does not have a powerful position they don’t have power.

To see more, check out his book, it's a great read!

Our advice for getting started? Make an honest self-assessment, both from a personal and professional point of view. You may well be surprised at the differences that exist. Is there anything you need to change? If yes, how can you do it? Can you take advantage of annual performance reviews, 360° feedback and/or feedback from your partners?

One thing we can recommend is to get out there and network. Networking is one of the best ways to raise your image and exposure. It is even more critical if you are in a remote role and don’t get the ‘face time’ you might otherwise have being physically present.

Debbie Brown and Katia Gutknecht