Remain Relevant – Invest in YOU

In my previous career as a head-hunter, I observed behaviour from leaders and omni-powerful customers that reflected their own insecurities. Deeper thought made me think how difficult it is to be placed in a situation where we have to influence an insecure yet very powerful Economic Buyer.

Many years ago, at a meeting with one of our largest customers, I met the CEO for the first time. Over a two-year period, we had delivered transformational talent to his business. Yet that did not stop him throwing a brochure at me across a large oak table. My crime was to have asked a question about brand re-positioning. I refused to look at, let alone touch, this brochure and decided to maintain eye contact, carry on challenging the brief we were receiving for a global marketing director appointment.

I recall getting back to my office and being asked by my seniors how the meeting went. Of course, the question being asked was, ‘Did you win the business?’ I felt powerless and trapped having to accept this behaviour all in the cause of having to win the business because of the status and power of that customer.

Character-building stuff. After I completed the assignment, I took some time out to reflect on that initial meeting. I was keen to learn from it - his insecurity and lack of knowledge about re-positioning a brand was taken out on me. The truth is I didn’t and still don’t know how to re-position a global brand, but my network did and does.

In a curious paradox, he held all the hard power, yet I had access to what he really needed to serve his self-interest.

Today I work very hard to find more welcoming rooms??.

Every time I hail a London cab, I have a childlike wonder. When I say, ‘Upper Thames Street’, or ‘St Martin’s Lane’, I just get that nod and a sharp retort, “Get in sir.” ?Why am I so impressed with London cabbies who instantly know how to take me to my destination?

Unlike many other well-structured and designed capital cities like New York, which is based on a grid system, they have to:

“…memorize the labyrinthine city's?25,000 streets?and any business or landmark on them.”

That is a remarkable feat of memory. My dear mum had a very good memory and could recall fine details from nearly fifty years ago, consistently in many different contexts. I remember when managing a team of recruiters earlier in my career, being able to recall instantly over 50 salaries, negotiations and offers when asked. I used to think that having a good memory was a natural talent.

One of the most famous neuroscience studies is of London cab drivers. They have to undertake ‘the Knowledge’ - a challenging three-year process to become a licenced driver on the spaghetti-like London roads. The study conducted by Professor of Cognitive Neuroscience at UCL, Eleanor Maguire, ?concluded:

"Licensed London taxi drivers show that humans have an amazing capacity to acquire and use for navigation, a highly complex spatial representation of a large city."?

Parts of the brain relating to spatial awareness (the hippocampus) grow in size due to this deliberate practice. Neuroplasticity – the ability of our brains to learn - is not fixed but can evolve and adapt, depending on the environment we are exposed to.

“Although talent feels and looks predestined, in fact we have a good deal of control over what skills we develop, and we have more potential than we might ever presume to guess.”

Daniel Coyle,?The Talent Code: Greatness Isn't Born. It's Grown. Here's How.

If something as complex and multi-skilled as learning ‘the Knowledge’ is achieved through frequent, intense, and small chunks of practice, then surely complex cognitive skills such as influence, networking and negotiation can be learnt with focus and energy.

So, what does this have to do with managing your professional career?

It is best summed up by multi-faceted American actor, comedian, writer, producer, and musician, Steve Martin:

“Whatever your level of talent is, it can be overcome.”

It is optimal for our careers and lives to adapt, refine and to build new skills to stay relevant. The discovery that our brains can keep developing and learning at any stage of lives is truly thrilling if we chose to embrace it.

I urge you to take simple steps, to create greater influence on your career:

Face the outside world’s uncertainty… know yourself and your value to others.

Invest time and effort so you can grow into the career you want - which new skills, books and tools will have the greatest impact?

"Partner to build the support network relationships around you". Vice-President, Business Development - Fintech UK&I?at Mastercard, Derren Powell , was an honour to have a conversation:

Psychologist?Carl Rogers, “The curious paradox is that when I accept myself, just as I am, then I can change.”

My challenge to you this week is how can you self-reflect:

• to accept yourself fully
• to know yourself better
• to change...

to stay relevant?

Our purpose at Accelerated Career Results is to transform Payments leaders’ mindsets, confidence, and results. For them to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learning.

We achieve this by unlocking the ‘latent ability’ within talented individuals and teams. If you have found this article valuable, please like, re-share and pass it on to a colleague or to your trusted network whom it could help at this stage of their leadership career.

If you are a decency led leader, don’t hesitate to reach out if you have a challenge and want to work with a trusted partner, to [email protected]