The Value of Preparation in Your Career

I wake up every day expecting to lose my job. This minimizes my stress 12 years ago, I did lose my job. At the time, my wife had only a graduate student stipend, and we were living in Cambridge, MA - an expensive place to be caught off guard. I didn’t have a plan. I didn’t know what to do. That experience changed me. I vowed that I would never allow myself to be blindsided by job loss again. The hard truth is this: any company will cut you tomorrow without hesitation if it reduces expenses or ensures business health for leadership. It’s painful, but the sooner we accept this reality, the better prepared we can be. What surprises me most is how many people treat career preparedness as a reactive effort. Networking, building relationships, and monitoring open roles shouldn’t be things you do only after you’ve lost your job. By then, it’s often too late. This is why I usually speak to those in our community who’ve already lost their jobs. But today, my message is also for those who still have them. If you don’t already, I strongly encourage you to adopt this mindset: Assume that every day could be the day you lose your job. This is not a gimmick - this is how I think, sincerely. Expect it to happen. It won’t make the pain disappear, but it will reduce the sting when it does. Ask yourself - if it happened, am I ready? Here are a few critical questions to guide your preparedness: Do I have a plan for six months, one year, or 18 months from now? Have I built real, sincere relationships that would enable me to reach out for support and advice? Do I have a wide list of companies and individuals I could tap if I had to make a change? Am I regularly reviewing roles to stay informed about what’s out there or to spot better opportunities than my current one? Companies can get rid of you at any moment without regret. Don’t you deserve to do everything possible to prioritize your wellbeing - without regret? For me, preparation is non-negotiable. Beyond my day-to-day responsibilities, I maintain a list of relationships - friends, acquaintances, and potential collaborators - and I dedicate time to nurture those connections. This isn’t transactional. It’s about real people I care about and making sure they know I’m there for them too. I also keep an active, evolving list of organizations where I believe I could thrive if needed. Networking and career preparedness aren’t activities to save for a rainy day. They’re lifelong habits, essential for navigating inevitable change. I’ve met incredible, accomplished people who’ve lost jobs unexpectedly. I know I could be next - just like anyone else. But I’ve vowed to always be ready, and I urge you to do the same. Start now - when your company cuts you, it might be too late. If I ever reach out to you, I hope you’ll have an active A/B/C list ready to go, especially if you’re still employed. I credit this approach with having experienced unemployment only once in 42 years and I want it to help you too.

Preparation wins. Research is your edge. Don’t trade preparation for guesswork. You’ll miss opportunities you didn’t even know were there. And all the charm in the world won’t fix a deal built on shaky intel. Take it from me: - Negotiations are like puzzles. The best pieces often hide in plain sight. - Context isn’t static. What worked last time might not today. - Quick research leads to quick mistakes. Slow down and dig deeper. - Every detail you uncover can give you an edge. You don’t need to memorize every negotiation tactic to show up strong. But you do need to prepare enough to walk in confident and ready. Here are 2 ways to prepare smarter: 1. Find one personal detail about your counterpart that builds trust. A hobby, value, or interest has saved me in so many high-stakes conversations. 2. Look for timing clues, like end-of-quarter sales goals, to strengthen your position. You don’t have to get it perfect. Preparation isn’t about knowing it all. It’s about showing up ready to adapt to what comes your way. Start small. Even a little research can make all the difference. --------------------------- Personal Note: As someone with ADHD, preparation can feel overwhelming. I either overanalyze everything or miss key details altogether. When I learned to focus on small, actionable strategies, like spotting timing clues or finding shared values, it became less stressful and much more effective. If preparation has ever felt like a mountain to climb, I hope this helps you find a clearer, easier path. 💪

THE POWER OF PLANNING: A $3,000,000 LESSON During a recent training seminar, a top achiever approached me during the break. His words, though paraphrased, resonated deeply: “Earlier this year, you challenged us to plan every sales call. While I haven’t managed to plan every single one, I’m planning more than ever. Recently, I was pursuing a large opportunity, and I decided to use your planning process. It helped me think through the details, make some last-minute adjustments, and even call in higher-level support from the manufacturer. The meeting went exceptionally well, and I secured a $3,000,000 order. Honestly, I’m not sure I would’ve closed that deal if I hadn’t planned.” What an inspiring testament to the power of preparation! What if your next sales call is your “$3,000,000 opportunity”? Would you create a plan? Would you diligently prepare? After reading this example, it’s easy to say, “Yes, I’ll start planning every call.” But our research reveals a startling fact… Only 10 percent of salespeople consistently plan and prepare for every call. That means a staggering 90 percent are missing out on their full potential. So, why don’t more salespeople plan regularly? When I ask this question in seminars, the most common answers are: “It takes too much time.” “I know this customer; I don’t need to plan.” “I have a plan in my head.” “I’m just stopping by; they probably won’t meet with me anyway.” Or my personal favorite…“I just don’t feel like planning.” Your success hinges upon your willingness to complete tasks you don’t feel like completing. 90 percent of salespeople don’t plan; why not? I contend that salespeople fail to plan because planning requires upfront effort for an uncertain outcome. If you plan the perfect call, the buyer may still say no. It’s easy to develop a negative attitude toward planning when you repeatedly put in the effort and don’t get the desired result. Even though you cannot control the outcome, you can control your effort and attitude. Consider Arnold Schwarzenegger’s reflection on winning Mr. Olympia: “People would always ask me, ‘Why are you smiling when you’re working out five hours a day? You’re doing the same as the other guys, but they have a sour face.’ I would smile because I knew every rep that I did, every set that I did, and the more weights that I lifted, I got one step closer to turning that vision into reality.” Success doesn’t happen overnight, but consistently embracing the proper habits leads to it—eventually. What if you approached every pre-call plan with the same mindset? Imagine every pre-call plan as another step toward your vision of success. Your next call could be your $3,000,000 opportunity. Plan every call! #sales

Do you use a model or framework when preparing for your important events or moments? Deliberate is a word that I most often use to best describe the philosophy and principles that I speak about.  Being deliberate in our planning and preparation leads to readiness.  Readiness allows us to execute with confidence and gives us our best chance for the desired outcome. The foundation of readiness is a comprehensive framework that gives attention to every facet of the engagement or problem.  Below is the framework that is very similar to the one I developed when we created the U.S. Navy’s Warrior Toughness program.  It was inspired by how we plan, prepare, and execute in military special operations.  - Commit. Identification of the problem or challenge, the desired result, why it's important, and what we are willing to do make it happen.  - Prepare. All facets of planning, resources, skill-building, and rehearsal.  This also includes the level of self-regulation required to execute well in the face of stress and distraction. - Execute. Though this is an extension of the planning and rehearsal process, this phase is tightly focused on the hot-seat moment.  In the military we would refer to this as “actions-on” or “being on the X.”  I offer up three simple considerations here.  1.  Situational Awareness What is the situational picture here in this moment? Is the game plan still appropriate or do I need to adjust or set aside the plan entirely in order to best serve this exact moment? 2.  Variable focus. Where should my focus or attention be right now?  Sometimes it needs to be on the complicated details but we constantly have to shift those focus points. Is the client or customer tracking and understanding what I am saying?  Are the team’s actions right now in support of the overall objective? 3.  Agility.  We have done our best to plan for contingencies but the day will come when we don’t have the exact answer for an unexpected scenario.  When we have the mindset and mental skills to deal with these challenges, we can swiftly execute the back-up plan or at the very least, maintain our poise and focus and not get knocked off of our game. - Reflection. In most situations we face in life-especially business, we are likely going to have to execute on the same or similar situations.  The first step of preparation is capturing the lessons learned.  Whether it was success or failure, what were the contributing factors? There is no magic to this formula. There is a lot more to it than written here but I still consider it to be dirt simple.  The point is that you have some type of framework that covers every aspect of what it takes for you to execute on your most important moments.  What are yours? #leadership #mindset #readiness

What would you do if tomorrow brought an unexpected career shift? For executives, even the most stable careers can face disruption—whether through layoffs, downsizing, or industry shifts. The key to navigating uncertainty is preparation. Here are five proactive steps to safeguard your financial and professional future: 1. Build a Financial Safety Net The rule of thumb is 6–12 months of living expenses in an emergency fund. Based on my experience, I recommend 12-18 months. Consider keeping it in a high-yield savings account or short-term CDs for easy access. 2. Diversify Your Investments Avoid having a significant amount of wealth in your company’s stock. A well-balanced portfolio across different asset classes reduces risk and provides flexibility. 3. Maintain an Updated Network Cultivate relationships within and outside your organization. Regularly connect with colleagues, mentors, and industry peers to keep your network active and supportive. 4. Invest in Your Skills Stay ahead by pursuing certifications, attending industry events, or developing leadership skills. The more versatile your expertise, the better positioned you’ll be for new opportunities. 5. Review Your Career Trajectory Reflect on your long-term goals. Are you where you want to be? Proactively exploring new paths can make transitions less daunting if they become necessary. Why It Matters: Preparing for the unexpected doesn’t mean expecting the worst—it means being ready for the best opportunities, even when they come disguised as challenges. A little planning now can save you from scrambling later. What’s one step you’ve taken to prepare for the unexpected?