Do you bring passion to your engineering career?

Last week, I had the privilege of working with the heads of two entrepreneurial companies, one retail and one IT. I’m a strong believer in stewardship. At least once a month, as part of an Expert Board panel, I provide business development and sales insight to start-ups and companies taking their small businesses to the next level.

Let me tell you: this is fun. Because these entrepreneurs are passionate about their businesses. And as much as these folks learn from what I and the rest of the board recommend, I also learn from these entrepreneurs. Their perspectives impact mine. And their enthusiasm is infectious.

How many of you are passionate about what you do?

Do you sit in meetings waiting to be called on if the conversation (ever) gets to the technical side? Is that the only time during the meeting when the light comes on, the spark is ignited and you “do your thing?” Technical Passion On Demand?

What about the rest of the discussion preceding your performance art or following whatever solution you suggest? Do you participate? Does your spark turn off and you retreat back into “cubicle mode”?

And while we’re at it, are you passionate about what everyone else on the team brings to the table? Are you passionate about the business development continuum in which you work? Because – news flash here – you work within that continuum.

You are not a discrete variable that is taken off the shelf when needed and put back on the shelf after your skill set has been deployed.

You know, these entrepreneurs last week didn’t have anywhere near a full understanding of the nuts and bolts of the business development and sales engineering process. Yet they were willing to keep an open mind about the ideas which were being placed on the table. They remained vulnerable, of course, and perhaps a bit defensive, concerned that the Expert Board might quash their ideas.How delighted they were when we took their ideas and built upon them. They became even more passionate about their quest to take their businesses to the next level.

Can you picture this scenario?

Because they were willing to stray outside their comfort level. Because we didn’t say “no you can’t do that” but rather “here’s what I would suggest to take that idea and make it even better.”

Because they were willing to stop playing it safe.

How passionate are you about the engineering expertise you provide for your company? How can your position at your company allow you to bring your passion for engineering to the company table? How receptive are you to bridging the gap of What You Want (aka What Frustrates You) and What You Have at your company?

Like these entrepreneurs, you will reap the reward of what you bring to your company table day in and day out. What your company offers you is an opportunity to bring your spin, your perspective and your passion for engineering to the capabilities offered to their customers.

It’s what we all bring, our capabilities and our areas of specialization, that creates the greatest value to ourselves, our organizations and our career path.

Remember when we were starting out? We were all start-ups, entrepreneurs of ourselves. We had no baggage, no status quo, no concept of “I’ve always done it this way.” We simply had our own passion about the possibilities out there.And yes, we were naïve as well.

We are still that start-up personality and passion. There are projects that “fire us up” and rekindle that spark.You know, where you fearlessly move forward and assume risk because you are so intrigued by the engineering problem or business case on the table.

What would happen to business outcomes if you brought that passion to your company’s table for each project?

Think about it.


 

What to do when you’re not in Kansas anymore. 5 steps to jump start new market development.

And I’m not where I used to be….literally. I recently relocated to Michigan. Yes, you heard me right. The great State of Michigan!  And I’m pumped. I’ve left the comfort zone of my client base in Southern Ohio, with whom I continue to work. And I’m in my new frontier.

Have you ever found yourself in a completely new context for your skill set?

What do you do? Hopefully not same old same old. Because, as the saying goes, even if it looks like a duck and walks like a duck, it just may not quack like one.  And in Michigan, it certainly isn’t quacking like a duck at all.

Approaching new audiences, new markets if you please, in the same manner that you do existing ones will not yield the same results in terms of business development. So take a step back. I know I am. And learn the Voice of the Customer.  Again. Because your customers have something to tell you. Always.

I am doing a lot of listening. Are you?

The following 5 steps may help jump start your new market development. I know I’ve found them successful.

  1. Ask good questions so you can listen with “different ears.” In this economy, if you and your company are not seeking out new markets for your capabilities, then you need to re-think your business development strategy. Your skill sets really are the basis of business development. How you communicate your capabilities to new markets, however, is the variable.  New markets have their own business-economic contexts. So your prospects will listen to what you are saying with “different ears” than your existing customers. And new markets may be interested in aspects of your services and skill sets that existing customers either take for granted or aren’t interested in at all. So you need to ask good questions so you can listen with “different ears” as well.
  2. Talk to folks who are outside your comfort zone. Even the cashier at the supermarket. Because everyone’s got a family member who’s been displaced in this economy. What better way to get a real read on Voice of the Customer and the impact of the economy? Don’t take your prospects’ word as truth simply because they are in your peer professional group. Do you really think they are going to be completely forthcoming when you ask them “So how’s your business going?” They don’t even want to admit their own situation to themselves, let alone you.
  3. Do your homework before you talk or listen.  Have a pretty good understanding of the context of their remarks. And then listen for variations from what you’ve researched and what you know from other markets. Doing your homework about the company you are prospecting allows you to ask informed questions, specific to that company, rather than generic questions. Doing your homework before you speak with a prospect (even to set an appointment) creates credibility. Let’s face it, they only have so much time in their day to meet/speak with you. Earn your creds from your first conversation with them.
  4. Network, network, network! Networking can take place wherever and whenever.Yes, of course join the local chapter of your professional organization. But keep your antennae up in case you are, yep, in the supermarket check out line or a party or the gym and you strike up a conversation. You may be talking with your next client.
  5. Pay it forward. I strongly believe in stewardship and mentoring. When’s the last time you participated as a resource in a business incubator?  When’s the last time you participated in programs offered by these incubators? No matter how much expertise you bring to anyone’s table, I would hope you see yourself as a lifelong learner. I know I am. There is always something someone can teach me that makes me see the same thing, differently.  So incubate yourself every opportunity you get. Even if it’s at seminars outside your knowledge base or comfort level. And most of these seminars are free.

Just some food for thought.

 

 

 

 

What did you teach yourself in engineering school?

Think about it.  In general, we are pretty idealistic as undergraduates. And indecisive. And perhaps even naïve and self-focused, feeling that our interests should become the top priority of everyone we know.

After all, shouldn’t an academic advisor simply hand us a four-year “recipe” for the exact courses we should take at the exact time in order to achieve the exact type of degree they feel we should earn? And then, once we graduate, of course there should be the perfect job and career path automatically awaiting us.

As though our education occurs in a vacuum. As though we merely play a part in everyone else’s melodrama.

Oh please……

Regardless of whether we went to college in the midst of recession, inflation or whatever else, how realistic is this “ultimate” pathway that we visualized? You know, the COMPLETE NO-BRAINER.  Just plug yourself in and “go”?

And that’s the problem.

By our very collective natures, we are not “no-brainer” folks.  We are thinkers and sometimes second-guessers, to a fault. And life certainly does continue to happen at the same time we pursue our undergraduate degrees, no matter how much tunnel vision is involved on our part.

Perhaps the most important lessons we learned as undergraduates didn’t have a course number associated with them.  If we are truly life long learners, this habit of ours started when we were children. We carried our pursuit of learning into our college years and, hopefully, beyond.

What life lessons did you learn? What people were around throughout your life and, especially, during your undergraduate years? If you could assign course titles to these lessons and these folks, what would they be called? Eating 405, Concert Attendance 1201 (!), Fraternity 709, and so forth. Think about the net impact of the “people” factors in what you taught yourself in engineering school – or any other discipline for that matter.

And, depending on your generation, these people and your education were undertaken in the midst of history and social causes that impacted our perception of self and decision making.

Whatever the recipe is that we either followed or abandoned, how much of our personal and professional choices involve stewardship? Yes, stewardship.

What did you learn about stewardship in engineering school? In any undergraduate pursuit? What did you teach yourself – and learn from your friends and perhaps a little history – in engineering school? What an interesting factor to add to our personal equation….even if stewardship was partially or completely absent as an undergraduate.

The question remains: how can we currently use who we are and what we have learned in order to foster our own education in stewardship on behalf of others?

Believe it or not, a lot of what “they” didn’t teach you in engineering school amounts to everything you, yourself, taught yourself as an undergraduate – in any academic pursuit for that matter.

You know, we really gave ourselves a very good education. Our “life lessons” – and our professional pursuits – benefit from what we taught ourselves in school. Some of us put these lessons to use on behalf of others, as undergraduates. Some of us have discovered the value of stewardship later in our lives.

You may have been taught more than you realized in engineering school. Just not necessarily as part of your course curricula.

It may be time to put what you taught yourself into use on behalf of others.

Think about it. I certainly know I am.

Can old dogs retrofit, retool and recalibrate for global economics?

Current engineering students are very, very fortunate. They are beneficiaries of the growing momentum of change in engineering education.This growing momentum focuses not only on engineering curricula but also on preparing engineers for the context in which they will practice engineering. This preparation includes emphasis on the complementary skill sets they will need to develop in order to communicate and implement engineering solutions.

National programs and professional organizations are focusing on acclimating and introducing grade school students to engineering as a career. Demystifying what engineering education is all about, and breaking down perceptual barriers surrounding engineers, may lead to increased interest and enrollment in math and engineering programs at the university level. What a great horizon to set sail for!

What about the engineers currently in the workforce? Or, quite frankly, engineers displaced from the workforce in 2009? How can the changing perspective in engineering education be incorporated to assist the current engineering workforce in becoming globally competitive or find another position? These engineers are the folks that have to hold the course as momentum builds and advances for the next generation of engineers. And, like the two lead sled dogs from the team I had the pleasure of driving several weeks ago, younger dogs with lead potential are harnessed with older, more experienced lead dogs to – literally – learn the ropes.

We all approach the care and feeding of our undergraduate and graduate education differently, regardless of the academic discipline we pursued. Some of us take the core courses and focus on becoming masters of tactical solutions.Some of us cross-train because we want to incorporate other disciplines into our perspective. Some of us are researchers, others are teachers and yet others are practitioners of our discipline. This diversity in each student’s approach, regardless of the year in which they received their technical degree, is what leads to innovation and collaboration. In other words, diverse course offerings have always been available to all generations of engineers. However, as the current global economic paradigm takes form, the choices of courses you take, especially those for technical fields such as engineering, become more important. Even if you are an old dog.

It’s interesting how many business development and sales books have been written and are purchased and embraced by individuals in these disciplines. Regardless of whether they have a technical degree or not. Business development professionals (and yes, those pesky sales folks) may be more open to finding new tools of the trade than individuals in technical positions.Or perhaps the manner in which business development and sales professionals learn, assimilate and retrofit their habits lends itself to continuous change. Or at least searching for the next “latest and greatest sales technique.”

On the other side of the spectrum are folks who are predominantly technically oriented. And for the engineer who has been in the trenches practicing for years and years, the discipline and rigor of how problems are approached may present a hurdle to retooling, recalibrating and retrofitting their engineering toolkit. They truly are the masters of their discipline and have trained their brain over the years to solve problems in a specific manner.

With the emphasis in engineering education on not only what engineering students learn but also how they learn, today’s engineers may benefit from continuing education courses.There is probably less of a generational span involved at the student – professor interface in retooling today’s engineers, while educational efforts focus on recalibrating curricula for students graduating between 2010 and 2020. And today’s engineers have one thing that today’s engineering students don’t have: experience in the field. And lots of it.

Instead of thinking of yourself as a displaced engineer or a business owner behind the 8-ball of business development, what about regarding yourself as a resource to future engineering students?Ask yourself:

1.)How can I contribute my years of experience to the academic experience of grade-schoolers, high schoolers and college undergrads?

2.)What types of non-credit continuing education courses are available at my local university’s engineering school, where I can be on the receiving end of current advancements in engineering education and my contributions to class discussion provide a real-world context for my classmates?

3.)What stewardship programs are offered by the local chapter of my professional organization, such as technology competitions, field trips to manufacturers, etc.? How can I become involved with these initiatives?

4.)Is there an opportunity for me to mentor grade school science programs, or even teach at the grade school or high school level?

5.)How can I best work with vocational training programs to impact the quality of technical graduates?

Just some food for thought. The engineering discipline seeks discrete answers for tactical solutions. Instead of differentiating engineers based on age, academic, or professional discipline, I encourage you to think about the similarities across the entire engineering continuum.Retrofitting, retooling and recalibration usually involves taking parts from lots of different machines and incorporating a cross-functional perspective into implementing the desired solution.

Who else can determine the best pathway for retrofitting, retooling and recalibrating career development – for themselves and for others – than an engineer?

Think about it.

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