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GETTING AHEAD
‘There are many people whose egos become bigger than they should;
they believe their own press. That is a big mistake’
been knocked over or knocked out,” he says. He talks honestly counter it swiftly with the truth.” And remember that what is
about his own ‘professional crisis’ when changes in ownership at most important is your values, not what others say about you.
Hill & Knowlton saw him leave his high-powered role and
suddenly find himself unemployed. 7. Keep focusing on your strengths
Of course, losing your job or your company is a huge blow to All human beings ultimately have flaws, but the key is to identify
the ego, he says, but it should be used to renew your sense of who your strong areas and exploit these. Dilenschneider himself says
you are and what is important to you, and remember that some- he identified his as “the ability to do timely research and the
times losing a position is an opportunity. Bet on yourself and ability to be patient in a conversation”, and today he brings these
your dreams, he says. When you are up again, remember what strengths to all projects he undertakes.
that feels like, and extend a helping hand to others who are down. However, real power players can also show their strength by
being magnanimous and yielding a little. Dilenschneider quotes
3. Think innovation – forget about just keeping up one of his many contacts over the years, Walter Reuther, head of
The days when you could simply focus on your own industry are the United Automobile Workers, who once told him “the
past, and technological advances mean you now have to be ahead Japanese will tell you they never want to win 100pc — they’ll take
of the curve. It is no longer sufficient to be up to speed on current 95pc and give the other side 5pc”.
technologies and trends; you must always be looking to the
horizon, he argues. 8. Keep growing your network by shaving it
Identifying the right sources of information is key for this, and “There’s no substitute for a powerful network that embraces and
developing a filter for that information, given the amount of even nurtures you. You cannot do it alone,” Dilenschneider begins
‘gibberish’ out there. Dilenschneider recommends not only this chapter. However, not all contacts continue to be useful so the
reading the business press, but also checking out alternative real art is to manage and cull your network dispassionately,
publications. He advises seeking out creative thinkers and trying although he of course does not include personal friends in this.
to meet them in person. He advises that you start developing your network early in your
career, seek people who share your interests and ask those you
4. Seize the opportunity in every crisis respect, like your professors, to introduce you to others. Join
Crises happen every week, says Dilenschneider, adding that any organisations, seek mentors and share your own knowledge and
power player must seek the opportunity in such a situation. Find experience with others. Generosity will expand your network.
personal and political ways to adapt, from yoga or meditation to
creating social change, and help others and hope they’ll help you. 9. Seek acclaim but practise humility
Also, to solve crises and gain power, don’t focus on power, focus When you do attain a level of power, Dilenschneider advises that
on the root of the crisis. you practise a healthy level of humility. “There are many people
whose egos become bigger than they should; they believe their
5. Look beyond the new rules to connect own press. That is a big mistake.” He recommends that power
Despite the rapid developments in technology and communica- players treat everyone with respect, and help those who are
tion, Dilenschneider says one thing in the world has not changed down. This, he says, is both humane and practical: You never
— “the importance of treating people with respect and courtesy”. know who will become a friend or a useful client.
While the connection may take new forms, like blogs, podcasts
and social networking sites, being a gracious, decent, honest 10. Search for power but never forget to share it
person will not only be good for you personally but will increase Ultimately Dilenschneider concludes that “the best power players
your power and influence, he says. have enduring professional values”. They are also generous with
their good fortune and power. “Whether you give back money,
6. Take the heat and never compromise time, insight, energy or connections, you have to give back
The digital age has given voice to those who thrive on attacking because it’s the right thing to do. You got there because a lot of
others. “Precisely because the blogosphere has created an open, people helped you.”
unfiltered megaphone for anyone with a computer and a modem,
a striking characteristic of modern times is an unseemly incivil- Robert Dilenschneider is a member of the North American
ity,” Dilenschneider laments. However, he says, the key thing here Advisory Board of the UCD Michael Smurfit Graduate Business
is not the severity of an attack but how you deal with it. “Tell the School, and founder and chairman of the Dilenschneider Group.
truth at all times,” he told me when we met. “If there’s negative
information that’s unfounded out there on the web, you have to Ann O’Dea
34 UCD BUSINESS CONNECTIONS
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