Use Your Head to Get Your Foot in the Door (2 page)

The term
chief of staff
understates the pivotal contributions Greg Bailey has made to this book in every way. Greg continues to be my right hand—and so much more—in the entire spectrum of my professional life. An inexhaustible source of topic leads; an unparalleled administrator in marshaling all of this book’s supporting resources; an incredible eye for detail as well as proportion in sizing up a manuscript and helping me set direction. And this always is done with an effortless ease with people that is awesomely low-key.

Margie Resnick Blickman—an editor whose eye for excellence is unsurpassed—is foremost a loving sister and friend. Hey, not even Stradivarius could imagine a better sounding board.

To call Mary Anne Bailey a proofreader doesn’t begin to do justice to her discerning judgment in weighing a phrase or her mastery of detail in polishing prose. She’s a consummate professional with an uncanny sense of rightness in the written word.

My agent, Jan Miller, is the prototype of a new generation of dynamo in the publishing world: people friendly, resourceful, and unbelievably efficient. Jan and her staff of energetic young professionals have sent a fresh wind rustling through the publishing industry. Her A-team roster of authors are the All Stars of the business and motivational world.

When I wrote
Swim with the Sharks
, I praised the professionalism, poise, and friendship of my then editor Adrian Zackheim. That respect has only grown in luster over the years. Adrian is more than tops in the industry, he’s a publishing legend who is building the Portfolio imprint of Penguin Books into a powerhouse.

You’ll doubtless note the deft touch of David Moldawer, an exacting editorial talent and a gifted ear for what matters to today’s audiences. I thank David for helping to polish the structure and to road test the messages.

Allison Sweet McLean, the third member of the Portfolio team, is the outfit’s publicity whiz. She knows the magic steps in building buzz in the book market and has the boundless energy to play all the cards with verve.

Scott Mitchell, CEO of MackayMitchell Envelope Company, has a sixth sense for modern management priorities. That includes what execs look for when hiring others.

As to Neil Naftalin, the reason why things run so well in our world of books, columns, and speeches is we live by the adage “Run it by Neil”—the closest person I know to the gold standard of judgment and a trusted friend and adviser for more than fifty years.

Jan Beyma is both a resourceful researcher who knows the ways of the Web and a dedicated document manager who understands how to present text and track changes with easy-to-cipher precision.

Kathy Hanlin, my administrative assistant, is the unrivaled utility player on our team. Effortlessly, she shifts her skills and attention to the varied needs of an often hectic office and closes loop after open loop.

If you want to dress up a book, Rachel Roddy is your lady. What Paris and Milan can do to make design on the catwalk sizzle, Rachel delivers for a book jacket time and again—ironing out every last wrinkle till it lies just right.

Judy Olausen is the world’s #1 serial photographer—and the best, too. Not only has she photographed me for the cover of every one of my books, she managed to photograph me for this one more times than all the others combined!

Planned Television Arts has proven itself as much the master of publicity in the age of twitters and tweets as it has been in the rapidly evolving world of print. That’s because it has such agile knowledge workers as David Hahn at the helm of its campaigns.

Teresa Mazzitelli—whom we affectionately term “the Bulldog” at MackayMitchell Envelope Company—gave me an eagle-eyed view of the executive recruiting business. She also unearthed inspiring stories of folks who became stellar successes in a sour economy. Her relentless determination to find talent has helped us time and again.

If you enjoy the wry chuckles from the
New Yorker
that dot these pages, part of the thanks goes to Merrideth Miller, the Cartoon Bank administrator who helped arrange their appearance.

I thank Sam Richter, the guru of
warm call
sales strategy, for sharing the ingenious ways you can apply door-opening sales gambits to getting your foot in the door of even the most tightly shut employment offices.

The pros at United Feature Syndicate, who zip my weekly column to publications throughout the country, deserve a big thank you as always. My columns helped secure valuable reader input about job experiences and successes in these trying times.

I want to extend appreciation to everyone at MackayMitchell Envelope Company, especially our human resources manager, Elaine Sampson. Our employees have taught me a lot about people priorities in business, and you have my respect and admiration every day.

Two family members helped with the book’s jacket, my film-director son, David, and my ever-loving wife, Carol Ann. Her encouragement and patience have enabled each of my books to come to fruition. She pushed me over the cliff when she said, “You have to write this book!”

A recent
New York Times
article pointed out that public libraries across the country have become combat zones as millions of people line up outside of cubicles to attempt online job searches, and tempers flare. Some have never sent e-mails, and many more don’t have a clue about assembling and submitting a résumé in the electronic age.

The unemployment rate was 10.2 percent in November 2009, the highest in more than a quarter century. The personal bankruptcies, divorces, broken families, and shattered plans for a college education are the more common and widespread aftermaths.

Statistics paint a powerful portrait of the changing world of work, and this book pinpoints some of the most dramatic ones like these. A 2007 Gallup poll in
Time
magazine reported 77 percent of all Americans hated their jobs . . . and, according to current labor statistics, the average person will have at least three to five career changes and ten to fourteen different jobs by age thirty-eight.

Many people think they have embarked on the most important job search of their life. The truth that’s now sinking in is this: We are all engaged in a lifetime job search. The illusion of a lifetime job is a myth that died along with a gold retirement watch twenty years ago. What people need today is a lifetime job strategy and the tools to make it continuously successful.

That’s what this book is about. I’ve mentored hundreds of new grads and seasoned veterans, and I can help you, too.

© The New Yorker Collection 1997 Jack Ziegler from
cartoonbank.com
. All Rights Reserved.

 

 

 

Early in 2008, we had a get-together at our home in Phoenix. Two hundred visitors bustled around the grounds on a pleasantly cool evening. As the clock neared midnight, I noticed one guest was lingering. It was Vinny Del Negro, assistant general manager of the Phoenix Suns. He finally marched up and asked if he could see me alone. I knew this had to be big time. We adjourned to my office, and Vinny’s wife, Lynn, strolled off to poolside with my spouse, Carol Ann.

Vinny Del Negro’s dad played basketball at the University of Kentucky under one of the all-time great coaches, Adolph Rupp. Like father, like son. Vinny was elected to the All-Atlantic Coast Conference (All-ACC) team after leading the North Carolina State Wolfpack to the laurels in the 1987 ACC Tournament, and Vinny was singled out as Most Valuable Player (MVP) for setting the pace.

During his National Basketball Association (NBA) career, Vinny started for six years for the San Antonio Spurs before stints with the Milwaukee Bucks and the Golden State Warriors. A trade brought him to the Phoenix Suns in 2000. In 2003, after retiring as a player, he did television and radio commentary for the Suns and was soon promoted, first to director of player personnel and then to assistant general manager.

What’s on Vinny’s mind on this starry Arizona evening?

“I enjoy working in the front office, Harvey, but I want to be an NBA head coach,” he says.

That takes my breath away. “Well,” I said, “that’s one stretchy objective. Let’s start by taking a look at your track record. I know you’ve never coached in the NBA, but you surely did some college coaching along the way.”

“No.”

“I s-e-e . . .” I comment hesitantly before I probe a little deeper. “Well, even though it was a long time ago, you surely helped your high school coach as an assistant?”

“No, never did.”

“Grade school . . . Maybe you did some coaching in grade school?”

“No sir, can’t say that I had the chance, Harvey.”

“You really want to do this, Vinny?”

“More than anything.”

“You’ve never coached a day in your life, and the job you’re aiming at is that of head coach?” Since that coaching position had opened up for the Phoenix Suns, what better opportunity could present itself?

He nodded.

“I will guarantee you one thing in blood.” I sighed. “I know Suns’ owner Robert Sarver very well. This guy is the youngest person in American history to establish a national bank. He got where he is by surrounding himself with experienced people. He is only going to go with a known coach.”

Vinny didn’t flinch, and I could see the determination burning in his eyes.

“Vinny, if you want to come over tomorrow for four hours with your legal pad in hand, I’ll teach you how to do the interview. You’re not going to get this job, but I can’t imagine a better trial run because you are already so deep into the Phoenix organization. If you handle this opportunity right, despite your total void in coaching experience, I guarantee you’ll be a finalist in coaching searches in the future. That will stick, as long as there’s the NBA.”

The next day Vinny drops by. Over bagels and apple juice, we do our chalk talk. Off he goes, and in the coming weeks, he handles, I should say aces, his interview with the Suns.

“Harvey, I think I’m going to be considered very seriously.”

“That’s great, Vinny,” I say. “Remember everything you say and do, because this is the most important job you’ll never get.”

Days pass. Vinny calls. “Harvey, guess what? I didn’t get the job. They hired Terry Porter, who, as you know, had been head coach with the Bucks and then an assistant in Detroit.”

“We’re batting a thousand,” I say. “What do you have in mind next?” I ask.

“I’m heading to Orlando for the predraft camp, and when I get back I will reevaluate everything and move forward.”

While in Orlando, Vinny has a chance to sit down with John Paxson, the general manager of the Chicago Bulls. At the time, Jim Boylan’s role as interim coach in Chicago had ended. Another opportunity presented itself for Vinny.

“Go get ’em,” I say.

The first interview is promising. Vinny says, “I really do believe I have a chance to be a finalist.” Second interview, and Vinny reaches me at the office, saying, “I am a finalist.”

“Vinny,” I remind him, “I told you you’d be a finalist, but the Bulls are probably the bluest-chip franchise in the entire NBA. The third interview is with the owner, Jerry Reinsdorf. I know this guy. You’ll do well, but go back and study the apple juice-stained notes of yours from our powwow.”

On June 10, 2008, Vinny calls and catches me with clients at a baseball game.

I was wrong. His preparation, perseverance, and passion prevailed.

He got the top job!

Vinny Del Negro was named the new head coach of the Chicago Bulls.

In April-May 2009, the Bulls faced the Boston Celtics in the NBA playoffs.

Vinny asked my assistant, Greg, to send him a stack of my thirty-five best columns on motivation to share with his players. Did they help? Who knows? But this I do know. Due in large measure to the unscalable determination of Vinny Del Negro, the Bulls battled the Celtics to seven games, two in overtime, one in double overtime, and one in triple overtime. Hardwood devotees consider it to have been the best first round of NBA postseason play ever.

There are lessons here, to be sure. The most important?