"I've always dreamed of being an old philosopher. So far I've achieved one out of two!"

Gerry Reid's Professional Development Tip

What Do You Do?

What is your response when someone asks, "What do you do?" or, "What line of work are you in?" I've noticed over the years that a job title rarely tells what a person does for a living.

Approach 1 of 3. Think in terms of RESULTS.

Example: "What do you do?"

"I'm a programmer. I write computer programs."

Well, that's true, but is that REALLY what you contribute? Isn't it true that what a programmer really contributes is the result of the program?

Try this thinking instead:

"I help business people make the best use of their computers. I increase the value of the technology owned by my company."

Approach 2 of 3. Think in terms of BENEFIT.

Example: "What line of work are you in?"

I'm an engineer. I design electrical [mechanical, chemical, etc.] things."

Again, there is truth in that statement. But, isn't there a way to express the same thing in ways that really get to the contribution being made?

Try this:

"I take business [social, community, political] problems and create effective ways to solve them. My work is to make [a specific problem] easier to manage. The benefit is that people become more productive, and that means more profit for our business."

Approach 3 of 3. Think of responses to "SO WHAT?"

Give some serious thought to the results of your work. What is it that happens because you do your job well? Try asking "So what?" to each answer you give. Repeating this process a few times will give you a deeper understanding of your true contribution to the business world. It will also enable you to give a very powerful response the next time you are asked, "What do you do for a living?"

An example taken from my line of business:

"Gerry, what do you do?"

OLD RESPONSE:

"I'm a professional speaker."

THEIR RESPONSE:

"Oh."

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Applying the "So What?" approach:

- - -Thinking "So what?" in response to my statement that I am a professional speaker . . .

  • "I make speeches at business meetings and conventions." (So what?)
  • "I bring fresh perspectives and new ideas to the members of the audience." (So What?)
  • "People attending my speeches become motivated and enthusiastic about the challenges they face." (So what?)
  • "The meetings they attend become more worthwhile and successful." (So what?)
  • "I help meeting planners create successful events for their clients." (So what?)
  • "Meeting planners who hire me have greater success with their meetings!"
  • [AHA! -Now I realize that I am in the *successful meetings business* rather than the *speaking business.*]
    •

    My NEW RESPONSE to the original question:

  • "I'm in the meetings business! I help meetings planners deliver successful meetings for their clients."
  • "How do you do that Gerry?"
  • "By delivering inspirational speeches filled with information vital to the success of the people attending."
  • "Hmmm. Gerry, I've got an important meeting coming up - could you help me . . ."
    •

    (<Grin> - - Hint,hint . . . nudge,nudge.)