Everyone is Replaceable
- By Max Powers
- •
- 18 Jun, 2018
- •
The best career advice I've ever received.
If you haven't
learned that everyone is replaceable, take note.
There comes a moment
in your career - that humbling moment - when you get a friendly wake up call. A
reality check that punches you in the gut so hard, you never forget it.
Mine came at the
ripe old age of 24. I was running a Client Success team which I had tripled in
size, managing out of three offices, one international. We were managing some
of the largest Fortune 500 customers in the Financial and Energy industries.
Our company was 'killing it' and I was stressing out. Finally one afternoon
after a particularly bad day, I walked into my VP of Sales boss's office, sat
down and said, "I need to make more money".
He smiled, saying
"Ok, tell me why you think I should increase your salary." I came up
with a list of qualified reasons that were fair enough, but the last thing I
said was, "Besides, you'd be screwed without me."
I cringe recalling
this as wow, what an overconfident little 'shit' I was. I can imagine how I
would handle this from someone on my own team today… That said, this is one of
the best moments of work advice I've ever received and have never forgotten. He
said, "Max - I will consider your request and follow up with you, but let
me just make sure that one thing is clear."
"Everyone is replaceable."
I said thank you and
promptly walked out. When I got to my desk, I was so angry thinking 'how dare
he', and other colorful thoughts. That night, however, as I began to replay the
conversation, the anxiety began to set in. I started thinking of all the reasons
I loved my job, loved my team, loved the company. I thought about my team of
rock stars and who would happily step into my place if I walked out the door,
and what a great learning experience it would be for them. In reality, of
course the team and the company would be completely fine without
me. What a wake up moment.
I am so grateful to
have learned this early on, as it has shifted my perspective as both an
employee as well as coaching others. The number of times I have heard someone
say something similar ('This company needs me…I am too valuable…I can't be
fired') has been surprisingly frequent. Explaining to others that they are
indeed replaceable, and there's always someone willing and able to step in at
the drop of a hat. It may not be a perfect transition, but it's doable, and it
happens all the time. What a powerful conversation.
We've unfortunately lost touch, but Don, if you're out there, thank you.
What's the best work
advice you've ever received? I'd love to hear your feedback. Comment below,
send me a message on LinkedIn Message or email me at max@max-powers.com.
Experience is the most valuable tool - share it.
It was early 2000, the late 'startup' days. Our largest customer had just signed a major contract. This meant I had to get them launched, quickly. It also meant I'd be heading to Paris for two weeks - I was in!
I only had one week to prepare. I corresponded with the client regularly, providing login details, technical docs, coordinating an onsite training agenda. The next thing I knew I was on an airplane, excited to meet my first international customer in person.
As it turned out, my company's CEO and CTO were both going to be in Europe the first two days, so they decided to come to Paris to help me kick the meetings off. Although this made me more nervous, I was excited to have their support and was confident the customer was on-track, and everything would go smoothly.
As we walked into the lobby that day, I started wondering what the customer would be like in person. This was pre-LinkedIn - I had no idea. What would 'Jean-Pierre' look like? What would he sound like? The possibilities were endless.
We registered at the front desk and waited for Jean-Pierre to arrive. I heard the front desk say 'Good morning, Jean-Pierre.' I knew this must be our guy. I jumped up, determined to be the first to greet him. I extended my hand to this tall man, w/ a long gray beard. He looked like a librarian. I said, "Good morning, Jean-Pierre. It's Max, I am so pleased to finally meet you."
He did not reach out to shake my hand.
He made a face of disgust.
He pursed his lips, and he said in his French accent: "But you are a woman."
Silence. Pure and utter silence.
Finally, after several quiet awkward moments, my CEO starts laughing and says, "Ha! She sure is. Nice to meet you Jean-Pierre."
I was dumbstruck. Young, flustered, embarrassed - zero experience - and yes, a woman. I spent the next few minutes pulling myself together and trying to figure out what went wrong. I finally realized, we had never spoken by phone. This whole time he thought 'Max' was a man.
I spent the next two weeks trying to win him over. This was a guy that had worked in an industry dominated by men for 30+ years, before I was even born. I was prepared. I knew the content. I came in early. I stayed late. I bonded with his team. I refused to give up. I had to get through to him.
After two weeks of meetings, on the very last day, he finally looked me in the eye, shook my hand, and said thank you
. Success!
I had won over my first of what would be many challenging customers over the years by not getting rattled, working hard, and just being me. Which yes, just so happens to be a woman.
Have any good 'meeting your first customer' stories? Any good 'but you are a woman' stories? I'd love to hear them. Share in Comments or by emailing me at max@max-powers.com.
Experience is the most valuable tool - share it.
