Start your career, internship/co-op STRONG - Try the Southern Hospitality Rule for Early Professionals

Southern Hospitality

Have you ever been to a memorial service in the south? One of the things southern memorial services are known for is plentiful food, especially casseroles. It’s just one way friends and loved ones help the grieving through companionship and one less thing to worry about for a week or two - cooking.

Now, picture that same memorial service where there are long lines of people waiting to talk to the grieving person(s). One-by-one, they offer a warm hand and say, “I’m sorry for your loss, if there is anything I can do, please let me know”

 Let’s focus on that last piece,

“…if there is anything I can do, please let me know.”

 It is certainly well-intended. However, it doesn’t necessarily help, AT ALL. In fact, it gives someone, who is already mentally distraught with grief, more to think about. In other words, it puts the obligation on the receiver of the kindness rather than the giver of the kindness. How kind is that?

 It would be much more sensitive to say, “I’m bringing you dinner on Thursday night.” This is specific and it puts the burden of deciding what to do on the giver, not the receiver.

 What does this have to do with starting your career or being a better intern/co-op?

At work

 This is the same thing we ask the people who we want to shadow, learn from, and do meaningful work with. Our meetings (and especially emails) usually end with,

“If there is anything I can do to help you, please let me know.”

All we are truly accomplishing with that is giving an already busy person more to think about. Not only do they have to think about their objectives and actions but also they now have to think about separate objectives and actions for us as well.

 So, what to do

In the beginning of a career, internship/co-op, there will be many conversations with experienced (and very busy) professionals with whom you will want to closely work.

If you get a chance to talk to them, in a one-on-one or even in a group meeting, you are very likely to hear or ask about what they are working on. Like a true go-getter, be an active listener for a need; and, when you find one, POUNCE. Be humble about it, of course.

A tangible example

Shortly after the concept of the Southern Hospitality Rule was explained to me, I identified an opportunity to apply it during a meeting with one of the experienced sellers on my team.

This particular seller was engaged in prospecting campaign, and needed to gather a long list of contacts. I told him, “I have access to this tool. Let me gather these contacts for you.” Thankfully, he agreed.

I did not know it was going to take over eight hours to complete this task, and I delivered it a day later than I had planned; not only did I need to actually learn to use the tool but also I was determined to find all of the information the seller needed, even when it was not readily available.

Once I was able to complete and deliver the work, the seller was impressed. He launched his campaign shortly afterward, and it has since produced positive results. He was most thankful for the hours I had saved him, and he was impressed by the level of detail I provided as well. I had proven my worth and have since been invited to every meeting and important initiative of this seller.

Once, he even postponed a meeting citing my unavailability and letting the other side know that it was important that I be there. That is extremely validating as an early professional.

This personal success stood out in contrast to the many times I had previously attempted to be valuable to other sellers; I was going about it the wrong way.

Netted Out

Listen actively; offer sincerely; offer specifically; and deliver exceptionally.

Southern hospitality:

• Make a chicken dinner.
• Deliver it on Thursday.
• Make sure it is the best chicken dinner they have ever eaten.

Southern hospitality for early professionals:

• Actively listen for needs.
• Identify the need you can meet. (It is OPPORTUNITY! Get excited!)
• Deliver your solution in a timely manner.
• Ensure you been thorough in your work, as the result will demonstrate your value

A new statement:

"I see that you've got to get _______ done, I know how to do that, let me take care of that for you and I'll have it to you by _______."

Even if you don’t feel qualified enough to do something, have confidence in yourself, your abilities, and your previous successes. Take it on, figure it out; and, if you eventually arrive at an impasse, ASK FOR HELP. You will learn much more in the process of doing than you will by waiting for something to do.

Credit where credit is due

In the fall of 2018, while undergoing IBM’s prestigious Global Sales School, I was fortunate enough to meet Mr. Eric Larsen, an Executive Coach. In starting my career at IBM, I have converted much frustration into triumph because of Eric’s brilliant methods, examples and vast experiences. This article on the Southern Hospitality Rule covers just one of the many insights he has shared with me.

Eric has also reinforced for me the value of authenticity. I feel very honored and grateful that such a humble, genuine, caring and extremely experienced professional would become my executive coach and mentor.

Finale

Establishing your value at the beginning of a career, or internship/co-op, can be frustrating. The Southern Hospitality Rule for Early Professionals (my choice of branding) can be really helpful when you are trying to establish your value with your coworkers and leaders. It has completely changed things for me and it's definitely helped me to become a quality contributor. I share it with the purpose of helping you, the reader, accomplish that.

About me

I am very passionate about helping students, interns/co-ops, and early professionals succeed by finding the greatness within themselves. Thank you for reading this article. Shoot me a message if I can answer any questions, or offer my perspective on circumstances you may have. I will answer as time permits. All the best!

-Luis Hall-Valdez, Aspiring Writer, Sales Engineer, and Mentor

I would quit... but I don't know how. #IWQBIDKH