Executive coaching through a cultural lens
Cultural Lens
As a coach, it is not possible for me to ignore my client’s cultural background. It is possible that even seasoned coaches with limited exposure to other cultures, may engage in a coaching assignment without recognition of differences in cultures. Without realizing, they may come to conclusions about their clients based on some behaviors, and take an approach that would spell disaster. Let us remember that the coach is also influenced by his/her culture-driven mental models, and may use this as a litmus test to judge and “mis”guide the client.
I remember a conversation with a life coach about her young Asian client, who kept addressing her as, “madam.” She took offense because she perceived that as being aimed at her age and appearance. For him, it was a mark of respect to someone he perceived as a teacher. She came to the conclusion that some of his work-related problems stemmed from his “distorted” view of women, age, and related issues.
We live in a multicultural world. Each of us brings our perspectives to a situation or person, based on our background. It is importance to acknowledge that we are colored by our own culture, while the person across the table comes from a different culture. Otherwise, we will be doing our clients a major disservice.
So, there are 3 perspectives I take into consideration:
- My mental models based on my “mixed” culture – Indian upbringing blended with social and corporate influences of America.
- My client’s mental models – could be purely from a difference culture or a mixture like mine
- My client as the individual – unique patterns of behavior and values
Rule #1 – If you don’t know, don’t conclude. Ask questions!
Examination of their own assumptions, acceptance of the multiplicity of variables that constitute an individual’s identity, and development of a client centered, balanced coaching method will aid the coach in providing effective help.
Influence of Culture
Old habits die hard!
Our responses tend to be colored by our culture, upbringing, past experiences and similar influences. What is culture? It is the full range of learned human behavior patterns. According to English Anthropologist Edward B. Tylor in his book, Primitive Culture, culture is “that complex whole which includes knowledge, belief, art, law, morals, custom, and any other capabilities and habits acquired by man as a member of society.” Of course, it is all in the mind.
Think of the elephant in the circus!
- All in my mind
Here is an interesting story I heard that illustrates the point: Do you often wonder why a huge elephant remains tied to a pole with a small rope and does not escape? As a baby, the elephant was tied to the pole with the same type of rope. Naturally, the elephant tried to escape, but try as it might, the rope and the pole were too strong for it. So, it eventually gave up. Later on, when it was older, the elephant still believed it could not escape from the rope, and remained standing in the same place, despite the fact that it could break loose.
People leave their country, but the country doesn’t leave them. Patterns of behavior remain strong in their minds. They don’t break loose. As an Asian Indian, I found it hard to drop some of my ways. It took me time to stop addressing my boss as, “Sir,” or rising from my chair when the department VP passed by and took me longer to speak up in meetings in the presence of my managers.
Hospitality is second nature to Indians, who would find it hard to say, “I’m busy now” to a surprise visitor. Many a times, I have been late for events or appointments, because of unexpected guests and my compulsion to offer them some tea, buscuits, or some other goodies, and a little something for them to take home.
It makes for better end-result to factor in these cultural patterns in business communications. Of course, since it is all in the mind, time and new environments will replace old habits with new.
What’s all the fuss about “Authentic Self?”
What is it? I recently got a question from someone: “You are a coach. Have you ever thought about the new phrase – Authentic Self?” It is something you have to discover for yourself with quiet contemplation, and not amidst the “noise” of everyday living!
There is nothing new about it! It is as ancient as Hindu philosophy. The phrase is just surfacing, considering the worries over one of the contributing factors to the financial meltdown – Greed!
Our focus in life: We are in a room surrounded by mirrors. We let the outside world tell us who we are. We assume we are the many roles we play – employee, mother, father, sibling, child, spouse, and friend. I believe what I am told – I am a success if I get a six-figure salary or if I get a top performance rating, and I am a failure if I lose my job. I basically let the world tell me if I am a success or a failure. Our imagined happiness is dictated by others. We lose ourselves in this externally focused world, further complicated by the ever present media!
Who are we? Has it ever occured to us to sit quietly for a few minutes to know our true nature? What is our purpose? What core values inspire us? Our unhappiness and sense of deficiency arise out of living “without this purpose” and being in an environment that conflicts with our value system and that constantly points out to us “how limited we are.” Do we even recognize how limitless our Mind can be? True happiness comes from a sense of being complete – not from a sense of lack, which inspires us to go after goals like money, cars, and houses.
Living your purpose is the yardstick for your success: I remember how complete I felt working for a small visiting nurse agency where the mission was to help home-bound patients. I woke up every morning wondering, “ how can I help the amazing nurses who did not hesitate to use personal time and money to put a smile on the patient’s face?” Finding and living your purpose does not mean that you live in poverty – it means that you enrich your life with purpose and passion, and money just follows. Such wealth is permanent and satisfying.
I decided to create a program, Personal Development Mastermind – Map your Career to your Purpose©, for people to evaluate who they think they are and who they truly are – bridging the gap is our purpose.
7 Easy Tips to Get Your Resume Noticed
Adopt the New and Drop the Old practices in Your Resume
“Work while others are wishing.” – Thomas A. Edison
Heads Up: Don’t let anyone else write your resume – it shows and it is a turn-off!
Don't Let Others Write Your Resume!
Tip #1: Start the process by preparing a Grid of your Accomplishments organized by your past and current jobs.
Drop the practice of writing your resume without defining yourself – Get to know yourself. This Accomplishment Grid is your reference – it is not only a kick-start to your resume, but also a confidence-booster and an interview guide. A sample Accomplishment Grid that I share with my clients is in the Free! Essential Special Reports titled: Get Your Resume Noticed. It is downloadable!
Tip #2: Use the “in-phrases” to describe your job.
Drop the habit of writing your resume without doing some research. Comb the internet to find jobs, industries and companies you are targeting. Understand what you need to include in your resume to prompt action in your favor. Begin your resume now….
Tip #3: Start the resume with a Positioning Statement.
Drop the phrase “Job Objective” – especially, if you are an experienced professional – this is like stating the obvious. Create this storyline for your career journey – it grabs the reader’s attention and says: Read on. It is an action-driven statement. Not a passive: I want this. More like: I am this – are you interested?
Tip #4: The next heading should read: Strengths or Significant Achievements.
Drop the old heading “Summary of Qualifications” – a very passive description of your background without alignment to job market. Your Strengths constitute your value-proposition – What’s in it for the employer? Why Me, or What do I bring to the table? Connect the Strengths to the Positioning Statement – message has to be consistent.
Tip #5: Be precise about your Professional Experience.
Drop the boring list of all your Experience – Build your story. Connect your experience to your Strengths or Achievements. Name most recent employers– don’t go beyond 10 years or 3 employers, unless you have some relevant industry experience prior to the 10 years. This is the advice I give to clients who need help in making presentations – don’t do a data dump, although very tempting, give the audience what they need to take action.
Tip #6: Logistics – Be Clever
- Drop writing your physical mailing Address. Give URL; email; Linkedin address [only if your profile does not contradict your Resume], links to Blogs and telephone.
- Drop headings “Volunteer work and Extra-curricular Activity.” Replace with Active Contributions to Community
- Drop extensive details in the Education section unless you are applying for faculty positions – Include relevant advanced degrees like MBA with your major in the Strengths section.
- Drop References even if the job asks for it. If you have strong recommendations relevant to job, give Linkedin address
Tip #7: Modify Resume to fit the job
Drop the lazy “One size fits all” strategy. I am not asking you to lie, but to use applicable phrases and content to describe what you have done and what you are capable of doing.
For more information about career or personal development, please contact Mala Subramaniam to schedule a strategy session where your individual needs and big picture goals can be discussed in detail.
You are Not Unemployed. You are a Consultant.
Keep your business cards. Don’t discard them when you get a job!
I got a big blow for the first time from Mr. Layoff. I was given a glossy exit package from my management job and escorted to the doors of an Outplacement Specialist. These professionals help ease the pain of job loss and push you rapidly into your job search. My specialist gave me the best piece of advice, after glancing at my then sketchy resume:
- Welcome to the world of consultants, Mala. You are not unemployed. You are a consultant in Strategies, Planning and Research. My first company was named SPR Associates!
- Make your business cards and keep them forever – don’t dump them when you get your next job.
I see people scrambling to become a consultant after losing their jobs. They print business cards, get a website going and desperately search for clients for their consulting, while job-hunting – losing six months of valuable time. I am never in-between jobs, since I have a permanent business card as consultant, trainer and coach. When I was restructured out again in 2005, this strategy gave me the courage to ‘go for good’ in the direction of consulting/ training without much time wasted in learning to do it.
Here are 3 Tips to all those employed in corporate America:
TIP 1: Keep your consulting hat on and build network of positive relationships
This helps you look at work projects from a strategic angle and builds your confidence as an expert. You are what you project – it will make a difference with your peers and superiors at work, if you have to call on them in the future for consulting assignments.
TIP 2: Help people informally and gain references. Here are some stories to back up my advice:
People see me as a Presentation Expert
I help many technical friends to communicate their message without drowning audience in data. A friend from business school was at her wits end because she had been given a challenging assignment by a tough boss, who knew she did not have the qualifications. Her job was at risk. She reached out to me and I put on my strategic thinking hat, sat with her for a few hours, looked at her project and helped her develop it into a dynamic presentation piece – convincing her to self-promote through this piece. I gained her trust in me as an adviser.
I am a Multicultural Communications Expert
My former colleague called me to ask, Hey, Mala, I am calling on physicians to market a service. Some are Indians. What gifts do I give them for Christmas? My advice: You don’t give them gifts for Christmas. You wait for their big holiday and surprise them with confection from an Indian store. It was a hit!
TIP 3: Follow up with the friends who benefited from your advice.
I am now teaching technical professionals how to deliver data without tranquilizing them with details, and educating outsourcing professionals and their clients to see business interactions through a cultural lens.
Market Yourself, Get the Job
Why You?
The First Steps in Marketing Yourself to a prospective employer or a client are: Knowing your Skills and Knowing your Market. Any Marketing expert will tell you these are the critical questions:
- Define your product – i.e. who are you, what do you offer, what have you accomplished?
- Who will buy your product – what prospective employer or client needs you?
- Why do they need you – what need do you fill?
- What’s the catch – what is your value proposition?
- How will you find them?
- How will you approach them?
Finding answers for the first 4 questions is half the battle. It is like the dreaded job interview question: Tell Me about Yourself. Tell the employer or client who you are with confidence and be taken seriously. If you don’t know who you are, how can you expect others to know and hire you?
Mala Subramaniam, President, MKTinsite LLC
How I Defined Myself: I had to define myself when my last employer sent me home with a glossy exit package. I did not go looking for another corporate job. I wanted to share my knowledge with others – but who, what, where?
I considered myself a Marketing Guru – now I had to practice what I preached. Jumping into job search without the 6 Steps is like driving in a new country without a map. I am reminded of a meeting I scheduled with Kim, a former colleague, in the city.
Kim and I made an appointment for lunch on a Friday in the city. She emailed me her address and contact information. I entered it all in my cell phone. On Friday, I parked the car in the station, ran like an Olympic runner [untrained and panting, though] to catch the train and reached Penn Station at 11am. I reached into my pocket book for my cell phone. It was not there! I panicked. I remembered her street address, but not Kim’s floor or telephone number. I am ashamed to say I did not know her employer’s name or her most recent last name. The doorman of this multi-story building restrained himself from dialing Security.
So, don’t go looking without knowing what you are looking for!
Some research and introspection led me to define myself. Here’s looking at ME:
- Who am I? - I am a trainer, an instructor, and a coach.
- What can I offer? – leadership, marketing, communications expertise
- Who will benefit?– anyone who needs skills to succeed in a business environment, particularly in the IT outsourcing market, where interactions between Americans and Asian Indians need help
- Why ME? Am I different?
Why Me? YES, I definitely can claim:
- Experience in diverse industries, including IT – So can a Million others
- Expertise in highly-specialized areas as research – So can a Million
- Skills in writing, platform, research etc… So do a Ton of other MBAs
- Training certification – Market is flooded
- Passion for Teaching – Just look at Academia
BUT, where will you find an Asian Indian corporate executive, with all of the above, and the ability to establish a rapport with both Asian Indians and Americans? I GOT IT!
7 Critical Steps in Market Intelligence
Get Business Marketing Intelligence Training from MKTinsite
There’s a sequence of logical thought that needs to happen in the intelligence process – I call it the 7-Step MI process. This process, taught in the Market Insights training, will also require you to explore existing research and different avenues for securing the research to get to the desired results.
5 Tips for Answering Questions
Don’t think of answering questions during a presentation or meeting as a stressful time. Instead, be prepared to let your subject matter expertise and personality shine.
Try to remember these 5 tips the next time you find yourself in a Q&A setting:
- Pause and take a breath
- Answer the person and not just the question
- Respond – do not react
- Don’t start the answer with – “that’s a good question…”
- Bring the focus onto your key message
Hope this is helpful. Please share your tips with us, too!
Market Research Insights – Telling Your Story
Most market research goes unused because market research professionals are too busy doing the projects, analyzing, sometimes with advanced stats, and putting together a 75-page power point deck to present results. Market researchers need to learn how to tell their story. The audience is impressed, but overwhelmed, wondering, “So What? and What can I do about it?”
Get Business Marketing Intelligence Training from MKTinsite
Sometimes, in a market research presentation, the audience feels like a patient in a doctor’s office. The doctor looks grim while reading out a bunch of medical reports and telling his patient, “Your BP is high, your cholesterol is well above normal, sugar is borderline, you failed the hi-tech stress test. your weight and eating habits leave much to be desired.” The patient is in panic wondering, “What does this mean? Am I dying?” How refreshing it would be, if the doctor started out as follows:
- You are lucky, you now have an opportunity to get back to good health, and prevent heart problems. Here are test results that have raised some red flags
- Do you have any ideas of how you can restore your good health? Shall we brainstorm some ideas?
- Here’s some thoughts: a healthy diet including low salt and low sugar foods, exercise routine and some relaxation techniques.
- Would you be interested in nutritional guidance? Hospital X offers some free programs – would you be interested?
The patient walks out with a key takeaway message and knows what to do about it. Similarly, if market research presenters translated data into intelligence, and brainstormed with clients/audience to arrive at the insights, then the recommendations will be a natural outcome. If audience is not involved from the very start of the study and if the researcher does not take an interest in the business, then the recommendations are done in a vacuum and of limited value to client. There are some very interesting techniques like, Decision Pyramid, Patterning, that facilitates the process.
Research without insights is like medical readings without a diagnosis and a collaborative treatment plan. Learning to tell their story is the most critical skill for any market researcher – this is what will influence decisions.
Audience and Your Journey
At the end of many business presentations, audience walk away with their own interpretations and messages. People in the audience take their own journeys, and not the journey of the presenter, since the destination is not apparent. Speakers miss the golden opportunity to accomplish the stated objective for each presentation. Why? Most fall into the unfortunate category of “data dump” and fail in clarity of the critical message – the end in sight.
Don’t Hesitate, Let’s Connect Now!
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