First impressions impact many a deal or decision. Hiring decisions are made within the first few seconds of a job interview. Sales professionals strive to make the right first impression to influence their customers. Authors invest time to think through the opening lines of their book. Film directors not only work towards creating an impactful opening scene but also ensure the actors represent their roles right within the first minute of appearing on screen. Kahlil Gibran, writer, poet and philosopher says on love at first sight: what cannot happen within the first seconds will not happen even if it takes eons. So in every facet of human life there is a tremendous amount of importance attached to the first impression as it is difficult, even impossible, to rectify a bad impression.
Critical time
In the corporate world, the first 90 days of an employee is very critical. This is applicable to a superstar global executive who is hired as a Chief Executive in a multibillion dollar enterprise as also to a management trainee, beginning his career in the lowest rung of the corporate ladder. The first 90 days is important in a new company and also when an executive is promoted and takes on a new role in the same company. And it could be when you are in the same job, but have a new Manager.
According to Michael D Watkins, renowned leadership development consultant and author of the best seller, <i>The First 90 Days: Critical Success Strategies for New Leaders at All Levels</I>, successful executives have a clear strategy to handle transitions in corporate life. The impressions created in the first 90 days stay with the manager and peers and hence this could be a do or die situation for the individual.
Tips for an impactful first 90 days:
What is so magical about this number 90? Why not the first 80 days or a timeline number like the first 100 days?
In the world of business, a quarter is an important time period. Companies have quarterly reports and results. Business plans and performance, employee and customer feedback, market assessment — everything has a quarterly measurement in terms of the annual calendar. Furthermore, the first 90 days is a catch-all phrase which essentially captures the early days in a new assignment or with a new boss.
One of the common mistakes people make in the early days of work is to focus purely on the technical aspect of the job. What is equally important is understanding the culture of the company and the work style and expectations of the new boss. Good executives keep their antenna up to identify and connect with not only decision makers but behind the screen decision influencers as well. In many traditional companies’ people with modest job titles carry lots of institutional memory and wield power in a very unobtrusive fashion. Smart executives will manage relationships not only vertically but also horizontally in the corporate hierarchy.
Early start
Early wins establish credibility in the new job, so it is important to spot low hanging fruits and demonstrate quick wins. Dealing with an irate customer or reviving a lost customer can be an example of a quick win for a sales or customer service manager. In the HR department, retaining a high potential employee who is in the verge of leaving the company could be an early win to showcase. A few such early wins creates a virtuous cycle and results in a good impression. Conversely early mistakes can be costly and can potentially derail the career of the executive.
The mantra during the first 90 days is to listen actively and speak less. This is absolutely critical for freshers who commence their career after their engineering degree or MBA. Sometimes people feel a need to prove themselves early on and express an opinion on things that they hardly know about. Such ‘shooting from the hip’ approach will create an impression of being reckless and shallow.
Staying within the confines of one’s comfort zone or sticking to a particular mind set is another important cause for poor impact in the first 90 days. If a successful sales executive who is promoted as the Sales Manager, for instance, continues to think and act as a sales executive, he/she will not be able to successfully transition to the Sales Manager’s job. Many new CEOs make this common mistake in their first 90 days of their job as they intuitively focus and gravitate towards the last functional role they have held before they were appointed as the CEO. It is important to a do self-assessment and arrive at a realistic view of one’s strength and vulnerabilities; this will help in avoiding a career catastrophe.
Importance of mentoring
Seeking a mentor who will act as a valuable navigator during the choppy early days can work well. A good mentor can provide wise counsel, point to the right resources in the company and more importantly give objective feedback.
The first 90 days can be the classic make or break period – a defining one time window available for an executive in his new job or new role. Successful executives exploit this opportunity to the fullest by identifying a mentor, establishing quick wins, aligning with their manager and other colleagues and thus establishing a longstanding impressive opinion in the minds of those around. Thus with active support of well-wishers they co-create an excellent platform for sustained success in their career. It goes without saying all efforts and moves should be genuine and sincere and not just a perfunctory performance to merely impress.
Whether it is going to be a nerve racking 90 days or a neatly planned and nicely handled 90 days lies in the adeptness of the individual.
Put your best foot forward, as we know by now, the first impression is the most lasting impression.