Early in my profession, I missed out on promotions though I worked hard. As an engineer by training, I assumed my success can be based on performance. I mistakenly thought that my value to an organization can be measured solely by my technical skills – how quickly and accurately I could calculate the costs of complex financial derivatives.
It was only years into my banking profession that I noticed my mistake: I had missed image and notoriety. Harvey Coleman’s 1996 study of profession advancement found that profession success is determined by a mixture of performance, image and notoriety (PIE). In fact, only 10% of success is determined by performance, while image accounts for 30% and presence accounts for a staggering 60%.
If you are delivering results but still being omitted for promotions, it is time to take stock of the missing pieces in your PIE.
Image: Your popularity at work
What are you known for at work? I didn’t do well in my first job as a foreign exchange salesperson at a bank in Singapore because I lacked interpersonal skills. Although I had significantly improved my sales skills after a yr, the poor impression my colleagues and superiors had of me was resolved. It was difficult to vary her mind. If I had stayed, I might have been a mediocre salesman at best. So I left the corporate to get my master’s degree in finance.
When I joined Citi in 2001 as a derivatives structurist, I took a keen interest in teaching. I volunteered to conduct product training for patrons and colleagues. I in a short time gained a popularity not only as an experienced structurer, but in addition as a superb trainer. This popularity led to invitations from sales leaders across Asia to coach their teams and customers, which significantly strengthened my personal brand.
How to construct your personal brand
Develop a special skill that’s different out of your core competency but might be integrated into your work.
For example, in case you’re a junior research analyst at an asset management firm, you could possibly develop video editing skills. By offering to film and edit videos for senior colleagues speaking at investment conferences, you shall be seen as a useful team player that they may need to take to events.
If you have been working at your current company for greater than a yr, changing your internal brand might be difficult. I suggest you deal with developing your external brand and let it influence your internal popularity.
Exposure: How well do people know you?
Disclosure is about ensuring the appropriate people – your colleagues and managers – learn about your contributions. Without visibility you will not get promoted.
I learned this the hard way. When I used to be a vice chairman (VP, middle rank) at an American bank, my boss went on vacation and asked me to present the weekly market update on his behalf to the sales and structuring teams across Asia. I told him that I could not host the meeting because I used to be busy preparing for my skilled exams. But that was just an excuse. In reality, I used to be afraid of public speaking. He as a substitute assigned one other vice chairman to achieve this. When it involves year-end nominations for promotions, guess who my boss selected to advertise to director level? That’s right, not me, but the opposite vice chairman.
If you perform well at your job but don’t speak up in meetings, you make it harder for supervisors to study your work. Even if your individual boss wants to advertise you, nobody in the corporate will support you because they barely know you. It comes right down to this easy equation:
So you not only should do good work, but you furthermore may should take the chance to let people learn about your work.
How to extend exposure
- Share your insights, ask thoughtful questions, and make certain your voice is heard.
- For example, offer to host the corporate’s annual dinner.
- Internal transfers to different offices or countries can significantly increase your exposure. During my profession I actually have worked in London and Hong Kong and these postings allowed me to construct relationships with global leaders.
- Attend CFA events outside your own home country to attach with a broader network.
Complete your PIE
Promotions require greater than just exertions and results. By mastering the PIE framework, you shall be prepared for long-term skilled success.
