Top Exec Blog (Web Log)

From time to time, people ask me for career advice, or job-hunting tips, or related experiences. This is one example, and I hope it helps in case you're riding on the Career Path Expressway™.

The question posed was, "What are the critical factors to overcoming an 8 year absence from an industry (IT Services) and trying to break back into a senior sales or sales leadership role?"

My answer was, Keep it simple, keep it honest and use your best anecdotal and "narration skills" to explain the absence.

In my case, a few years back, I was recruited away from software and high-tech sales into the financial industry. The role offered broad responsibility in marketing, business development and web strategy initiatives, so that was all positive. Likewise, the experience and pay were positives. However, when the industry started to go south, it was time to re-position myself and return to the software industry. Whether this journey ends in software, high-tech or a "blended" opportunity is what makes the career hunt exciting (and challenging).

Nontheless, if you craft (beforehand) a very solid and compelling explanation as to why you changed course then, and why you're returning to your roots now, you'll likely be able to persuade others as to what you learned, how you will apply that now, and why you're the best candidate for this opportunity. The truth is always the best medicine for any part of your past, even as you use it to pave the way to a future career choice.

For more commentary from this blogger on specifics relating to Latin America, try reading a new blog, called LatinKnowHow. Please share it with others, and feel free to comment here, on TopExecBlog, or on the new one. Thanks for reading.

© Daniel A. Cabrera, TopExec.org, All rights reserved, 2008.

When a grown man says, for the world to hear, that he feels like a "brand new baby", you know that something very special has taken place. (These were the words of a Bahamaian man, ringing a bell and shouting, "God Bless Barack Obama!" in a local Miami area neighborhood, as heard on a radio news program, on the night of November 4, 2008).

As a young person I once heard Martin Luther King, Jr., speak in public (Fresno, CA) many years ago. Like others, I grew up as a long-distance witness (TV, film and radio coverage) of the Civil Rights Movement in this country, and it changed me. So now, it moves me to consider that for people of color, and for people of all races, the recent election of Mr. Barack Obama is a major moment in the history of this country.

God bless us all, as Americans, born here or re-born here, as immigrants. This election, and this young leader and all that he represents, are especially poignant. Let us enjoy the moment, and work together for the common good, now and in the future. We may not share the same policies, nor the same heritage, but whatever your color, politically or racially, we must be United in these States of America, for all citizens and residents to prosper, live in peace and create a better world.

 Thanks for reading.

© Daniel A. Cabrera, TopExec.org, All rights reserved, 2008.

The questions came via email from a senior executive interested in my thoughts about Latin America. “What do you think about the viability of software markets in Brazil and other parts of the region?” More specifically, he wanted to know my thoughts on the market for “on-demand applications” and specifically “talent management applications”.

Before commenting on those particulars, it might be helpful to provide context, since the world appears, at this writing, on the edge of an economic abyss, and many of the financial and commercial norms that we have known in the past several decades are changing so fast as to warrant some reflection. What is happening to emerging markets, especially Latin America? How are people coping and in what direction are these markets going? Do they rely on technology or other solutions that come from “the north”, or are they increasingly independent and uncoupled from the freezing-up of credit and other mechanisms in the northern hemisphere?

In brief I would say that it’s a mixed environment. Certainly a market as huge and self-sufficient as Brazil is a lot less concerned about the challenges faced in the U.S. and Europe. For them, in the words of a good friend in that country, they are accustomed to crises all the time, in fact it’s almost a way of life. Except for a jump in interest rates, recently, nothing much has changed since the “meltdown” began earlier this year in the U.S. and other world economies. In other words, to the extent possible, business people and others will take these situations in stride, find a way around the barriers they come up against, and move forward. Brazil has natural advantages, of course, including a widely diversified economy, a huge population of consumers that have learned to love a stable currency and credit facilities to enhance their life styles, and a government that has in the main been largely free-trade and hands-off with regards to managing that country’s economy.

Nonetheless, there is a definite impact in the stock markets and capital markets of these emerging economies, including Brazil. Stock markets are getting hit, currencies are weakening against the U.S. dollar and projects are being delayed to let the dust settle. Those countries that have enjoyed a run-up in commodity prices without building up a sufficient “rainy day” fund are going to find severe challenges when demand falls for their bread and butter products (soy, wheat, copper, beef, etc.). A notable example of this is Argentina, which continues to flail away at its economic challenges and has recently announced it will appropriate private pension monies to tide it over as major, sovereign debt comes due in the coming 12-24 months. Chile, on the other hand, has been very conservative about holding on to the tax revenues raised (in the billions of dollars) over the past several years for its many commodity exports (copper, fisheries, agricultural, etc.), and has an enormous reserve upon which to draw in this faltering market environment.

What do these macroeconomic issues have to do with “on-demand applications” and “talent management applications”? From the perspective of building an emerging market, creating a brand and gaining market share there is a correlation. Until such time as the value proposition and cost/benefit equations are fully embraced by consuming organizations of these offerings, it will be a long, hard road to create and sustain markets with these kinds of products. In particular it should be noted that the effect of an exporting company’s marketing, advertising and even customer success stories in the U.S. or Europe have very little impact on the folks in Latin America.

Even as their economies have grown, and their imports and exports with other countries have expanded, Latin America remains focused on its own markets, its own communities and its own reference points. Until an “on-demand, talent management application” can really be proven as a must-have, versus a nice-to-have for day-to-day operations, there will be serious impediments to building that particular market. Likewise, until the “best practices” of performance reviews (see a contrarian view on this topic: here), succession planning and other talent management techniques become acceptable to Latin American firms and worth funding via technology, consulting or other investments, it will be tough for this kind of application to make progress in the short term. Some might even say it's a cultural oxymoron in Latin America, "talent management". More importantly, just as the consumer, generally, and many companies in the U.S. are cutting back on expenditures, and eliminating many nice-to-have items, so, too, consumers and corporate organizations in Latin America will do the same, having an impact on how U.S. and other non-Latin American vendors approach and serve these markets.

That being said, there are vendors that have on-demand offerings, fairly well-known, well-capitalized and willing to do the “blocking and tackling” it takes to create and build an emerging market like Brazil, Mexico or other nations in Latin America. Does this mean they can achieve short-term results? Yes, but not on the scale that Wall Street-driven firms in the U.S. or Europe might be hoping for. Does it mean it might take years to begin to get real traction in the region? Yes, it does. One particular “Software-as-a-Service” vendor I know admitted to six years of effort in Latin America, and they are just now (as of mid-2008) beginning to find their bearings and produce what they hoped for all these years. Who knows where they are today, in this “soft freeze” economy that seems to be delaying new hires, postponing projects and hoping that the first of the year will dawn warmly with positive GDP’s and operational budgets to gear up sales and profits once again in the region?

Regardless of the challenges, there will be those vendors who make a commitment to being “global” and put into action the teams and strategies necessary to serve and build emerging markets. With appropriate expertise, a clear-cut strategy and the executive talent to see the big picture in terms of time, resources, talent and commitment (yes, it’s often called hard work), Latin America and other emerging markets will adopt on-demand applications, just as they will adopt wireless broad band technology, or any number of other products and solutions. Want them to adopt talent management applications? Then, put the talent you have on the case, fund it appropriately, scale it on a time line that makes sense in Latin American terms (not Wall Street terms), and get to work. Need help figuring out what to do? Contact me: info@TopExec.org and I’ll be happy to help.

Thanks for reading this chapter of the Career Path Expressway™. Please share it with a friend, and subscribe to the blog to receive future postings. My regards to you, and safe travels as you approach emerging or other markets in today’s global economy.

© Daniel A. Cabrera, TopExec.org, All rights reserved, 2008

Mr. Cabrera has 20+ years of doing business in Latin America. He is fluent in Portuguese and Spanish, has a wide network of contacts in major industries throughout the region, and offers consulting, sales, business development, management and other expertise to firms looking for an edge in Latin America and other emerging markets. His office location is in the Fort Lauderdale/Miami area of Florida, USA, and gateway to Latin America.

There are those who see the cup half full and others who perceive it as half empty. In a recent meeting of networkers looking for career guidance, half the room seemed to be angry, moody and frustrated with their career search. Others exuded confidence and advocated using creativity to reinvent themselves, seeking ways to be of help, while getting ideas and input from others as well. When faced with a challenge (and I am not saying that unemployment or “free agency” is not a full-time challenge, given the economic issues), how do you respond?

Some take their transferable skills, for example in the sale of financial products (banking, mortgage, mutual funds or anything having to do with industries that are in “meltdown mode” or are being taken over in some fashion by government “injections”), and re-invent themselves to use those same skills in the “green” products and industries that are sprouting up everywhere (pun intended). Is this easy? Does it happen without thought, hard work and personal effort? Of course, not. It may even take a specialized seminar, convention, certification or other additional preparation to gain the knowledge or insight to be useful in selling these types of products, but it can be done.

Others are leaving different, troubled industries (commuter jets, high-tech start-ups that shut down, etc.) to apply their business moxie to new ventures. This includes consulting, writing business plans for others, creating start-ups of their own, taking on a franchise opportunity or using experience in other ways that play to their strengths (radio talk show host becomes voice actor, perhaps?). One person I know has found part-time work doing consulting that includes making presentations in Portuguese to audiences in Brazil (via the web), based not only on his language and speaking skills, but also on his knowledge of technical products and the development of channel partners in international markets. Some are even combining common products (footwear) with leading edge offerings (GPS services), and coming up with patentable ideas and products. Who knows where those kinds of shoes will take you?!

Now, unfortunately, there are also those who bemoan the lack of courtesy and responsiveness on the part of target employers. They seem to misread the manner in which HR departments do or do not respond to their job inquiries such that it’s a “personal” rejection, or “discourteous” manners that the prospective executive or career-searcher has to deal with. Well, my suggestion is to get over that feeling, fast, and find other ways to make the most of the process. For more on this particular situation, read this posting, from last year on this same blog: The Joys of Poise

So, what’s your mood? Is the tumbling, fumbling Dow Jones Average affecting you? Are endless employment entreaties via on-line web forms causing you consternation? Or are you reaching into your creative bag of tricks to see the glass half full, and the other half waiting to be filled by your skills, talents and capabilities for the right opportunity? It’s entirely up to you.

Thanks for reading, and remember, it’s always good to ride along with someone and share your experience, so drop me a line, forward this on to others, or post a comment. Make your day an optimistic one, and avoid the moodiness that comes from getting isolated and lonesome on the Career Path Expressway™.

© Daniel A. Cabrera, TopExec.org, 2008, All rights reserved.

I found this knowledge on my daughter's bulletin board this morning (she moved away to college and beyond some years ago). It has no author indicated, and perhaps it came with a bunch of flowers or a get well card she might have received in the past. Nonetheless, given the "meltdown" on Wall Street and the confused Congress and witless White House, and the maelstrom of maddening politicians seeking (re)election, these words are worth reading.

Twelve Simple Rules for Happiness

1) Live a simple life. Do not plan too many things for each day. Be temperate and moderate in your lifestyle.

2) Spend less than you earn. This may be difficult to do, but it pays big dividends in contentment and peace of mind.

3) Think constructively. Store useful thoughts in your mind.

4) Cultivate a flexible disposition. Resist the tendency to want your own way. Try to see another person's point of view. Listen.

5) Be grateful. Begin each day with a prayer of thanksgiving for all your blessings.

6) Rule your moods. Your mental attitude is all-important in living at peace with others.

7) Give generously. Intelligent giving of your time, talents, personality, and money will bring great joy.

8) Work with right motives. Seek to grow in favor with God and man, seeking His will first in your life.

9) Be interested in others. As we serve others, we reap happiness as a by-product of a life of self-giving.

10) Make the most of today. Use it wisely so you may look back on it without regret.

11) Take time for a hobby. Time spent on leisure interests should bring you diversion and relaxation.

12) Stay close to God. Enduring happiness depends on continuing spiritual nourishment. As God's children, we have His promise of constant love and care.

*****

Thanks for reading. Enjoy your day and may happiness accompany you on the Career Path Express™.

Daniel A. Cabrera is an international business executive who blogs on topics of interest relating to international or regional business (notably Latin America), as well as career development or transition challenges, observations on life here in the USA or abroad, and the occasional whimsical thought or comment. He welcomes your comments and invites you to share his postings with others with whom you come into contact in your daily travels.

© Daniel A. Cabrera, TopExec.org, 2008, All rights reserved.

I recently had the opportunity to spend one week at one of the nation’s premier Catholic universities in the heartland of America (“Go Fightin’ Irish!”). As luck would have it, Hurricane Ike followed me from the Caribbean and Gulf of Mexico all the way up to Chicago, then across Indiana before passing me by, leaving a lot of rainfall, flooding and wind damage in his path. Once Ike blew by, the weather turned mellow and the campus shone in all its beauty and tradition.

At any rate, the experience was one focused on executive excellence, and how leaders need to be integral (“essential to completeness…lacking nothing essential” per Merriam-Webster) in their approach to work, employees, self-direction and most of all, to leadership. It was an outstanding experience, and reminded me of the importance of knowing yourself, valuing what you bring to the table, and “playing big”. As one of the facilitators said, “Leave nothing in the parking lot,” when you go into the office or workplace.

In many toxic work places, “jerks” and “bullies” like to throw their weight around, or drive the business strategy focused solely on short-term results or worse, playing to Wall Street demands (we know what that’s done in recent years to the U.S. and world economies). In my experience, it takes a great deal of self confidence and a set of strong values to stand up and do the right things. To me, it seems clear that each of us, as leaders, have a lot more influence and suasion in our work environments than we might realize. If you were to see yourself through the eyes of your peers, your subordinates and even your boss(es), how much more awareness would you gain about your role, your influence and your ability to lead? If you were to hold values that resonate within you every day, and guide you like a laser beam while accepting the challenges of “being in the spotlight” of leadership, how much better would your performance be? Think about it.

For more on the particular program that I attended at the University of Notre Dame, please see this link:

http://www.nd.edu/~execprog/exed/

For those traveling on the Career Path Expressway™, this type of “rest stop” can be very rejuvenating and really gear you up for the road ahead. I found it not only gave me new insights, but also allowed me to meet a group of very high-quality professionals from all around the world, each sharing a similar set of questions and determined to find a better way to address his/her business and personal issues. In my opinion, the program itself, the facilitators, the attendees and the overall experience were excellent reminders that the power within each of us is as limitless as the universe that surrounds us. Play big!

Thanks for reading and happy travels, no matter where your career path takes you. And don’t forget to ride-share!

© Daniel A. Cabrera, TopExec.org, All rights reserved, 2008

As a long-time specialist in Latin America business I can tell you without a doubt that the changes in Latin America over the past few years have been astounding. Today's Wall Street Journal for example calls out some of the historical trends, pan-regionally, and the effect of U.S. policies on trade.

From my point of view, the real mover and shaker in the region (and I'm not talking about samba or capoeira) is Brazil (or as they spell it, Brasil). This country has moved inexorably from a backwaters, wannna-be, to a real player on the world stage. In recent months these kinds of developments are taking place, increasing the movement from south to north:

1) Brazilian mining companies are going "vertical", meaning they not only mine the iron ore that is shipped worldwide to make steel for autos, washing machines and the like, but they are now creating totally integrated operations to mine the ore, refine it, and create the steel products for domestic and international use. This is BIG news for steelmakers in other parts of the world, not all of it pleasant for those mills that only produce steel, after sourcing the iron ore from Brazilian miners.

2) U.S. companies are seeking and finding financial support from Brazilian investors - this is really something, when a "3rd World" country can generate enough free cash flow to offer investments into US or European-based companies. Case in point, a firm in the US that specializes in retail solutions for grocery companies and other retailers, recently turned to Brazilian investors to expand and grow its business. Not only will there be Brazilian money helping the U.S. firm grow, but Brazilian management expertise will be there, as well.

3) For those who drink beer, and enjoy regional varieties, a recent mega-investment by InBev (Brazilian/Belgian brewer) in taking over Anheuser Busch in the USA is BIG news. This is not just a question of consolidation in the brewing industry (a phenomenon that has been taking place for some time in the US and other markets), but it's another huge indicator of the sophistication of Brazilian management talent, as well as money. Watch what happens to Bud and the rest of the Anheuser Busch line of products.

4) Major IT/Computer companies, such as IBM, Dell and others are all setting up or have already done so, major installations in Brazil to satisfy that market, now the 5th largest in the world for PC's. Naturally, this appears as a movement of capital and smarts from the north to the south, but in this writer's opinion, the effect is inverse: Brazil as a major consumer of IT products will begin shifting the way all types of companies set up and operate for the benefit of that country and its consumers and by extension, the rest of Latin America. Auto makers, as well, are redefining their product for Brazil, and when it comes to ethanol, the Brazilians have superior experience, cheaper prices and far wider abilities to plant, grow and process bio-fuels for the auto industry or other consumers. The U.S. and other countries have a lot to learn from the folks down south.

5) Oil companies and deep water drilling are going to find that Petrobras, the Brazilian national oil company is showing the way on how to find, drill for and extract major oil fields that are deep under the ocean, and deeper still under the rocks or sea bed that lies below thousands of feet of saltwater. For a U.S. that is nearly surrounded on three sides by ocean water, with vast petroleum and natural gas fields yet to be exploited, this Brazilian expertise will become a resource to learn from in the deep water exploration that will lead to new sources of energy off the shores of the United States. Hands down, the Brazilians are some of the world's best when it comes to this kind of oil field capability.

So, apart from the traditional exports that are famous from Brasil (coffee, bossa nova, soccer (futbol) and the Girl from Ipanema), the trends are strongly moving in ways that give Brazil a lot more influence while operating on the world stage. This will continue well into the future, and will continue to have significant impact on all parts of the "North". Stay tuned for more on this compelling topic.

If you or someone you know needs help with growing any part of your business in Latin America, including Brazil, contact me. It's what I do, and fluently in both Portuguese (the language of Brazil) and Spanish (the language of most of the rest of the region).

Thanks for reading. If you find this useful, please comment and share it with a friend. As they say in Brasil: "Chau!"

© Daniel A. Cabrera, TopExec.org, All Rights Reserved, 2008

Someone I know recently shared with me the story of her short-lived employment at a company that seemed, in the beginning, like an ideal setting with all the right factors for success, given her skills and experience. When the opportunity presented itself, she pursued it aggressively and landed it after a short few weeks of intense interviews, etc. Upon reflection, following her exit, she shared her thoughts with me. I blended her ideas with some of the experience I've garnered over the years. Perhaps others might reflect on these ideas and use them to advantage. Enjoy!

WHAT DID I LEARN?

I must have my “emotional intelligence” antennae up at all times (note: see Working with Emotional Intelligence by Daniel Goleman, published by Bantam Dell, © 1998).

I must read people better – their words, deeds and intentions.

I must educate others, use my knowledge and experience more persuasively where there is ignorance or doubt about the way I’m doing things.

I must be more assertive and sure of myself – I do know what I’m doing, and I do have significant experience, especially in the context of (fill in the blank).

If a job or culture is not right for me, even though I really need a job, salary, benefits and security, I must not hang on to it beyond the time it takes me to find its replacement.

When I choose to work for a company, I must assess the culture, the people, the boss and the boss’ boss --- it’s an entire package, and you cannot and must not try to isolate yourself from this reality.

Working harder and longer hours is not a smart strategy to preserve a job that cannot be made successful with the (limited) resources you are given.

Ignoring RED FLAGS and other warnings is dangerous to your career health.

STOP and ANALYZE what’s going on. Look at the situation from all sides, and ask the HARD QUESTIONS – is this the place for me? Am I going to be successful given these circumstances? What else can I do (or not) to make this work? Do I hold a winning hand? If not, what am I going to do about it? How can I change it, or how can I change ME, to make this a success? Are the goals aligned between the boss and his boss and me? Am I clear about what’s needed to make the boss and the company “happy” with my performance? Am I getting the input and resources that I need (or propose as needed) to make it happen? If not, is this something I can work through successfully, or is it a recipe for disaster?

LISTEN to the people you work with, including resellers and alliance partners. Are they sending out warning signals? Are they responding to your calls on a timely basis? Are they engaging with you actively or “sort of”? What can you learn from them about yourself, your company, and your activities? Are they happy or not with the way you, your boss and others in the organization are servicing their needs, responding to their input?

DECIDE quickly and as efficiently as possible how you are going to resolve festering issues and problems.

Make sure that your input is being taken into consideration, and be confident about your own experience and capabilities – you were hired to add value and expertise, so use them!

Maximize your own skill set and experience by leveraging the input and approaches to work issues by your boss (and his/her boss).

Know when to walk away from a losing situation; ideally you do this when you have opened up alternate employment or relevant new opportunities that mesh better with your skill set, personality, work ethic, etc., and not after you've been "separated" from service or RIF'd or some other euphemism from an H.R. person.

*******

While these thoughts come from someone who has recently reflected long and hard about the "ideal job", the truth is there is no ideal job, no perfect boss and no imaginary world of work where everything is "just right". We each have to toil at it, refine our abilities, make changes and modifications to our own capabilities and skills and learn to win in spite of or because of the way we interact with all the other players on the team we work with. The boss (and his/her boss) have a lot to do with our success, but at the end of the day, it's up to each of us to manage our opportunities in a way that keeps us on the team, allows us to contribute amply and brings home the bacon for both the company and the family. 'Nuff said?

Thanks for reading, and I hope that your trip on the Career Path Expressway™ continues to be smooth riding, even if you take a detour or two along the way.

© Daniel A. Cabrera, TopExec.org, All Rights Reserved, 2008.

A friend of mine asked for help in her job search recently, having struggled in the south Florida job market for the better part of a year. Knowing something about this issue, and having driven along the Career Path Expressway™ over the years, here are some of the ideas shared with her. Perhaps they would be useful for others; remember, there are no short cuts.  

Others have commented that these ideas and tactics are effective. The only result that matters is landing the next, appropriate career offering. Bottom line, you have to focus, pursue and never give up. It's up to you!

Thanks for reading, and drive safely on the Career Path Expressway™. If you have other tips or ideas, post a comment or drop me a line: DCabrera@TopExec.org.