How To Hire The Right People

"The first thing you have to do is hire the right people." Have you ever heard that profound piece of advice? Of course you're going to hire the right people - if you know who the right people are. If that's the case, why isn't more time spent defining what the job requires of the right person as the first step in any talent selection?

If you Google the keyword phrase "hire the right people" you will get 76,000 responses. If you Google the keyword phrase "hire the best" you will get 872,000 responses. You will find the great majority of responses deal with ways to evaluate candidates. Lots of information on tools - checklists, questions, how to structure an interview, how to write a job description, recruiting practices, and so on. But very few of those 948,000 Google responses address the key question - How to define the best person for the job - the right person for the job - based on the job, not the applicant?


Most organizations focus on the technical benchmarks. education, experience, industry knowledge, certifications, level of accomplishment and contribution, recommendations - hard information of high value - fairly easily obtained. And so these technical benchmarks and the intuition of the interviewers become the basis for the selection decision.

But the benchmarks critical to success or failure are often treated with a few statements about working in teams, ability to communicate, listening skills, sense of humor, and so on. Hard to define, describe and agree on. So the benchmarks that make the difference in success and failure - ever more so the higher up in the organization the job is - remain only vaguely identified - certainly not agreed to by the interviewers. And that is the weak link in the selection process.


It doesn't have to be that way. The stakeholders of the job, the people that have done the job, the people to whom the job reports, the peers the job works with, all have knowledge of the Behaviors, Personal Skills, and Motivators that make the difference between success and failure. Getting that information in a form that could be used in selection has been a real challenge. But now there are tools and processes that can benchmark Behaviors, Motivators or Attitude and Personal Skills that those in the know feel are necessary for success. And those benchmarks can then be used in the selection process - to see how candidates measure up to the job, not to some measure of "good enough," or "best we could find." And let's face it, no person will bring the ideal profile to the job. The benchmarks can then be used to develop the person selected so they can be more successful, quicker.


Intuition is the force guiding most selection decisions. But intuition is influenced by many different inputs, as well as the biases created through life and work experience. By adding to intuition the benchmarks of Behavior, Personal Skills and Motivators, and the consistent application and comparison of those benchmarks to the selection process, intuition can be much more secure in its decisions. And that leads to commitment toward the person selected - and that's a good thing. The "throw them up against the wall and see if they stick" approach can be replaced with a commitment to success. And when that happens, turnover goes down, retention and productivity go up. And the right people for the job - the best people for the job - strengthen the organization.

With so much more talent available, it's a good time to examine selection practices to ensure the right people are being selected for the right jobs. It's tempting to hire the best people - whatever that means - out of a large talent pool. But it's critical to select the best talent matched to the right job for that talent.


If you would like more information on how to benchmark jobs in your organization, and multiply the success of your selection efforts, give me a call.

Cox Consulting Group, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: acox@coxconsultgroup.com;Website:www.coxconsultgroup.com; Blog: http://multiplysuccess.blogspot.com

Copyright 2009 All Rights Reserved

Ten Behaviors For Success In A Business Downturn

A lot is written about what to do after losing a job, but what about the people who don't lose their jobs, but are faced with the results of business slowdowns - layoffs, reduced expectations, salary freezes, greater responsibility with fewer resources and the uncertainty of what's next?

In every economic downturn and resulting workforce reduction, the internal dynamics of organizations change. Everything takes on more importance - every behavior, mistake, judgment, comment gains importance way out of proportion to its value. Contrasts become much sharper. The meetings get longer - the demands get sharper - the expectations higher - the disappointments felt more deeply, and the blame game swings into action. It shouldn't be that way, but in most companies - even the best managed - workforce reductions brings home the feeling that it could happen to me. When that happens, survival trumps opportunity, safety trumps optimism, and a sense of humor has to be muted -unless the person with that sense of humor be seen as not serious - as not a player.


For many people in todays workforce, the depth and severity of this downturn is outside their experience.


So they ask if it's time to slam the hatch shut and hunker down and wait it out, or go out and look for a job, or start a business. What other alternatives are there? What can be done to not just survive, but prosper in a downturn?

Plenty - in behaviors, attitudes and personal growth. That may not seem obvious, but the choice of how to deal with a temporary setback is a personal one. And the effect of using this stressful time as the time to develop personally and professionally adds value throughout a career.

Here are ten success behaviors that can make the difference between losing, just surviving or succeeding in economic downturns.



1 - Do the work - every day. Downturns often lead to people spending way too much time on conjecture and surmise. Avoid those people - and make sure your own behavior doesn't become counter productive. I have a friend who has a saying framed and placed right where everyone can see it. It says " Don't let the bastards wear you down."


2 - Start by valuing what you have and stop wasting time mourning the loss of what was. And recognize that the boss may have had to fight hard to keep you, and now is not the time to complain about pay, assignments, or all the other issues that people reductions create. Make sure any and all conversations are positive and understood in the way they were meant to be understood. It's easy in these times of bad news for one person's suggestion to be seen as a complaint.


3 - Keep your eyes open, your ears tuned, and your mouth shut. Deal with what is - not what you might think it is, or what motive you think was behind decisions.. Your opinions and judgments are probably (90%) wrong anyway - so why waste time on them?




4 - Help a friend that lost their job. Giving and showing concern means a lot to them and even more to you. Acting without regard to getting is tremendously liberating, and the rewards for it may be in a lifelong friendship and other rewards that can't even be imagined at this time.


5 - Update your resume. Chances are that it hasn't been touched since the last time you changed jobs. Be impressed by how far you have come from a value, skills and contribution basis. If you're not impressed with your increase in value, skills and contribution, get in gear and grow!


6 - Seek self development. Even in the worst of downturns, the opportunities to grow your skills is available. An example: Don't like to speak in public? Join Toastmasters - do it on your own time. It isn't expensive and it will increase value faster than almost anything else you can do. Same goes for working in volunteer organizations - the personal skills that can be gained from working in non profits and volunteer groups have tremendous carryover value to work. Reach out to do something you have never done and never thought to do. It's stimulating. Be sure to stay current on the trade publications for your industry and/or your areas of expertise.

7 - Be a problem solver. Ever notice how many people are always ready to identify a problem, but seem to disappear when the talk turns to solutions? The problem identifiers seem to come out of the woodwork during downturns, but the problem solvers are the ones who grow - and they are a scarce commodity. And being a valued scarce commodity in a downturn - or anytime - is definitely career advancing.



8 - Inventory what you're good at - what others say you are good at - as well as what you feel are your strengths. Then build on those strengths. In downturns it's easy to fall into the trap of thinking in terms of scarcity - of what you don't have. All that does is lead to negative thoughts about self worth and ability.



9 - Stay in touch with people who you see as successful and centers of influence - at work and in your personal life. Learn from them - become a center of influence yourself. Read Harvey Mackay's book "Dig The Well Before You're Thirsty" on the importance of building relationships - and doing it every day, not just when all hell is breaking loose.



10 - Seek out things that provide motivation and inspiration. I have a friend who listens to bagpipe music on the way to work every morning - says it pumps him up - gets him ready to hit the ground running. Avoid people and programs and situations that provoke anger and negative emotions.



Come to think of it, these ten behaviors are valuable all the time, not just in a downturn. But they do take on added importance when times are tough. Take the time - right now - to see which of these success behaviors have value for you - and which ones need some work on your part. And then make this challenging time a time of personal growth. It will prepare you for the good times that are just around the corner.

Written by Andy Cox, President
Cox Consulting Group, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: acox@coxconsultgroup.com;Website:www.coxconsultgroup.com; Blog: http://multiplysuccess.blogspot.com

Copyright 2009 All Rights Reserved

Use SMART Goals to Overcome the Tyranny of the Unimportant

Have you ever caught yourself rearranging your desk, or your E Mail files, or checking E Mail, or making a purchase on Amazon, or automatically answering your cell phone, even when you know the call isn't important - when you know, in your gut, that there is more important work to be done? And you just can't bring yourself to make that phone call, or that prospect call, or answer that E Mail request for information, or work on the quarterly reports?

If you answered Yes, welcome to the world of Resistance, that force that always shows up when we are attempting to create positive change and progress – when we try to step out of the box – when we try to confront fear.

Resistance shows itself in many ways – you can't touch it, step on it, feel it – but you know it when it happens. And one of the most frequent ways it shows itself is through the Tyranny of the Unimportant. That force that takes us away from the work that will result in progress and success, and puts us in the middle of "thin things." The Tyranny of the Unimportant is procrastination at its best – or worst. We're busy as hell – just not effective. And that to-do list with ten things on it has eight things crossed out at the end of the day, but the two top things remain untouched. And we're frustrated and apprehensive.

The sneaky thing about procrastination is that it isn't caused by people quitting or turning their backs on what they have or want to do – it's that they'll do it – tomorrow. And Resistance through the Tyranny of the Unimportant is right there to help.

Procrastinators aren't lazy. In fact, most of the procrastinators I know are some of the busiest, brightest, most motivated, most energetic people you could imagine. They have to – do lists, they work fast and hard and get a lot done – how can people like that be called procrastinators?

One answer - they do the most urgent thing first – but not the most important thing. If you looked at their daily lists of things to do, you would find too much for one person to accomplish, and most of the demands are reacting to the requirements of others. And this Tyranny – to a great extent - is self imposed.

Stephen Pressfield, in his excellent book The War of Art, makes the point that "Resistance," that evil force that only shows itself to keep us from doing something positive, shows itself through the Tyranny of the Unimportant
Pressfield is a writer – he wrote "the Legend of Bagger Vance," among other books. Just like most self employed people he has to be a self starter. People who are their own boss, who don't have someone breathing down their neck, who have to do the important things in order to survive and prosper must overcome the Tyranny of the Unimportant.

So how to overcome this Resistance – this enemy of accomplishment – that form of Procrastination?

First realize that Resistance is the product of fear – in its many forms. Fear of failure, fear of not good enough, fear of not being able, fear of not being worthy, fear of being told no – the list is a long one. Fear shows itself by trying to force us not to do what we know to be the most important thing. And rather than confronting and overcoming that fear, we direct our efforts to the not so important – and fool ourselves into thinking we are overcoming Resistance by deflecting it. We're not. And Resistance wins another round. The only way to overcome fear is to confront it – and push through it. And realize that it will come back tomorrow, and the day after that – and the day after that. But overcoming it today makes overcoming it tomorrow a little bit easier. Letting it win today makes it so much more difficult to overcome tomorrow.

The good news about fear is that the things we fear the most are the most important things we must do. Now that's cutting to the chase. If rejection is at the top of the fear list, overcoming rejection is where action needs to be taken. If the fear of a No answer after asking for a line of credit is the most fearful thing to do, it has to be done first. If the greatest fear is public speaking, or developing relationships, that's where success will be found.

In addition to turning fear around and using it to identify the really important, take a survey - ask people you know what's important to them. The really successful will tell you, specifically, what they want, and how they're going to get it. From the not so successful, you'll hear answers like "want to be happy," or "successful," or "rich," or "healthy." or the "best." Nice sentiments, but hardly what's needed to overcome the Resistance that will try to keep them from achieving those sentiments. If your answer is at that level, you gotta drill down and define what terms like happy, rich, healthy, success really mean on a personal level – in concrete terms that can be the basis for goals.

Goals are critical to overcoming Procrastination in any form – but particularly in dealing with the Tyranny of the Unimportant. Use those things you fear the most, and the things you've identified as wanting the most, to create SMART goals – Specific, Measurable, Attainable, Relevant/Realistic and Time Framed. And avoid the temptation to load up on goals. Procrastinators are really great at letting their optimism get ahead of their reason, and establishing a set of goals that is way too ambitious. It's a great way to set up failure, and to not confront the question of priorities. Three to five goals – no more. This is one place where less is more.

Then create a daily, weekly and monthly list of To Do's – and prioritize them. What you use to designate their importance can be any number of things. Some people use "Must Do's", "Want to Do's and "Nice to Do's." Others use A, B, C or 1, 2, 3 as priorities. Going out much further than a month can be a waste of time – an unimportant exercise - things are often so dynamic that a crystal ball would be needed to look further out in the future. The important thing is to do it – and then stick to it, leaving space for the urgent important things that always pop up. Trust the goals you develop. Then act on your fears through your priorities and your goals.

The reward? You've overcome Resistance – today. You've become more effective – you've confronted fears and become so much better at doing that – and you realize that fear can actually take you where you need to go. And you accept that. And you gain a huge measure of personal control over your time.

Start with truly important goals – and start today.

Written by Andy Cox, President

Cox Consulting Group, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: acox@coxconsultgroup.com;Website:www.coxconsultgroup.com; Blog: http://multiplysuccess.blogspot.com

Copyright 2009 All Rights Reserved

Where Success Happens

What does it take to be successful? What is success? How can I get there?

The best answer to the question of what is success is from Og Mandino: “ Success is meeting your goals.”

The answer to what it takes to be successful and how to get there is a bit longer: Success happens at that special intersection of passion, commitment, talent and persistence. Think of those four as separate paths that flow into one path – one powerful path that leads to success – in it's infinite variety. It's a special place, that path.

That special path is different for each of us. It has to be – everyone of us is so special and different in every one of those four requirements. But we all have the capacity to arrive at our own intersection – again and again. What an exciting thought - that each of us can combine and align our special attributes in such a way to be successful – as we choose to define success.

It's sad that so many people have had experiences that have taught them to be safe, to stay on the sidelines and watch, to hold their passions and commitments in check, to see how the wind blows. What an enormous waste of resources,on a personal level and on every other level. Those are the people that are the subject of Henry David Thoreau's statement: “ The mass of men lead lives of quiet desperation.”

It doesn't have to be that way.

The idea that there is the potential to exceed anything yet accomplished through a process of self discovery, discipline, commitment and passion is really exciting – and scary. What's really scary is that it lies within each of our capabilities to grow and reach that intersection and do it again and again in our lives. We can do it at any age, under any circumstance, at any stage – and it's not magic, it's not a silver bullet, it's not limited in any way.

Let's walk down each of these four paths and see how we can get them to join together to create a level of success greater than any yet experienced.

Passion is the first path for a reason. It's the emotion that leads to commitment. It's the feeling that comes from the heart and provides us with the strength to dedicate ourselves to people, places, things, ideas, processes. It's often the most difficult path to find, but once found, it can be the most sustaining and exciting. Passion is excitement, passion is enthusiasm. It's curiosity, it's wanting to share, it's that spark that lights the fire that leads to commitment. The path of passion runs very close to the path of commitment – their intersection is vital to creating the foundation for success.

Commitment comes in many forms. The qualities of commitment that we are looking for start with positiveness; the conviction that we are committing to a worthy cause; the belief that what we commit to will result in a positive outcome, and will improve our life and the lives of others. There is no place on our path for negative, destructive commitment. Positive commitment sustains, negative commitment corrodes and destroys. Commitment requires that special feeling of being part of something bigger than self. If there is a single tipping point on the path to success, it is when that feeling of total commitment occurs - when, as Goethe wrote:

Until one is committed, there is hesitancy,
the chance to draw back, always ineffectiveness.
Concerning all acts of initiative there is one elementary
truth,
the ignorance of which kills
countless ideas and endless plans:
That at the moment one definitely commits oneself,
then providence moves, too.
All sorts of things occur to help one
that would never otherwise occurred.
A whole stream of events issues from the decision,
raising in one's favor all manner of
unforeseen incidents and meetings and
material assistance which no man
could have dreamed would come his way.
Whatever you can do or
dream you can, begin it!
Boldness has genius, power
and magic in it.

Talent is the path where the rubber meets the road – where things can be done – where action to create success occurs. The belief that anyone can do anything if they put their mind to it may be true at one level, but at the practical level of creating success, it hinders more than it helps. An example: without good eye hand coordination and excellent depth perception, no one is going to be a major league baseball player - nobody. They don't have a piece of the puzzle – the talent - that is critical to success. If they persist in trying to a be a major league ball player, they're wasting their time. Some people learn that lesson the hard way. “Experience may be the best teacher, but only fools can learn by no other” is a harsh reality. Others find out what they are good at, and pursue success from that more powerful place. You can have a passion for and a commitment to baseball, you can manifest that passion and commitment as a spectator, as a sportscaster, as a grounds keeper, as a General Manager or a players agent, or as an employee of the team, but as a player – not. The talent has to be there to be successful.

The good news – and it is really good news – is that talent requirements can be identified, talents already present can be identified, and, in many cases, talents that need to be developed can be – it's exciting. Even more exciting is discovering a passion and a commitment that fits with your unique blend of talents – now that's special. Whether it's through experience, failures, successes, self discovery, or tools to help define requirements and capabilities, this is where the engine of success resides – in the talent to drive that passion and commitment.

And then Persistence, the centerline that keeps the forces generated in the paths of Passion, Commitment and Talent moving toward success. I have a framed saying from Ralph Waldo Emerson that I keep within view. It's a powerful message:

Press On

Nothing in the world can take the place of persistence. Talent will not: nothing is more common than unsuccessful men with talent. Genius will not: unrewarded genius is almost a proverb. Education alone will not: the world is full of educated derelicts. Persistence and determination alone are omnipotent.

Passion, leading to Commitment, fueled by Talent, and directed by Persistence – the formula for success. And in this time of uncertainty and bad news, it's so important to find or rediscover our passions and commit or recommit to them, develop the talent – the skills and abilities and motivators we need to make them happen - and then persist in meeting our goals.

That's the package. Now's the time. It's not easy – nothing worth doing ever is - but it's worth it – in so many ways. Have a great 2009, and the best of success to you.

Written by Andy Cox, President
Cox Consulting Group, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: acox@coxconsultgroup.com; Website: www.coxconsultgroup.com; Blog: http://multiplysuccess.blogspot.com
Copyright© 2009 All Rights Reserved

My Number One Resolution For 2009

I'm not that great at keeping New Year's resolutions, but this one is going to stick - I promise. I resolve to wipe the F word "fair" from my vocabulary, from my thinking, from my emotions.

How did I arrive at this resolution?

The biggest reason is that "fair," in many of its form as an adjective, is for losers and whiners. And this blog is called "Multiply Your Success - and the use of "Fair" isn't going to make that happen.

There is no more overworked, misunderstood, manipulative, emotional word in our vocabulary than "fair." Politicians use it to create emotions, unions use it to advance their own ends - as do organizations, sales people use it to assure prospects that what they are presenting is good for everybody, people use it to describe what they see as not in their interests, leaders - well some leaders - use it to shift opinion to their side, whiners use it to complain without ever having to be clear about their grievance, let alone provide a solution.

The uses of the word are endless. Merriam Webster includes thirteen different definitions in its use as an adjective, and many more in its use as a noun. The one I like the most says "apparently favorable, but really false: fair (specious) words. "

What is "fair" is in the eye of the beholder - my fair and your fair may be worlds apart. It's possible we may be able, through communication and negotiation, to arrive at a "fair" solution - although the word more often serves as a barrier to effective communication. Or maybe the only thing "fair" is if you see things my way - or vice versa.

I know one thing about the word "fair"- when I hear it being used, I put my hands in my pockets to ensure no one can pick them.

In this last election cycle I heard so many "fairs" that I could gag. I heard it from both sides - "fair" is bipartisan. Anyone can use it - it's powerful, emotional, and fuzzy. Six year olds use it to express displeasure when Mom sends them to their room. And that six year old is not much different - and probably more accurate - than some of our candidates for public office.

It's a word that many use to get sympathy for loss - in its many forms. And it works - sometimes. But for every time it works, there's another time where it just shouts "loser" to those who hear it being used.

It's an entitlement word. I want my "fair share." Usually uttered by someone who has no more right to his or her "fair share" than the man on the moon. 'Fair's" a word that is often linked up with "rights" - like in "I got my rights to a fair share." Say's who?

"Fair" is a word that people use to try to get out of things. Right now the big flap here in Phoenix is about the use of electronic cameras on freeways to control speed. It's argued that their use is not "fair" - as if law enforcement was somehow more a game than a necessary fact of life in our lives. Do I have sympathy for the speeder clocked at 121 miles an hour in a 65 zone? Not really. But their attorney will defend them with at least one "not fair" argument - and they may win. Who said the law is rational? I'd like to see judges throw attorneys out of the courtroom for the use of the word. Except there wouldn't be enough attorneys left over to protect the rights of those treated "unfairly."

I think you get the picture. I ask you to join me in seeing that "fair" is put back where it belongs - as a noun. "I went to the County Fair," "she has a fair complexion" - although that one is borderline. After all, have you ever heard anyone being described as having an " unfair" complexion? But you get what I mean. Let's not get trapped into its use - as a word, as an emotion - as a way of judging. Let's take the world for what it is, and not try to make it what it isn't. Join me in resolving to eliminate "fair" from our thinking.

Written by Andy Cox, President

Cox Consulting Group, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: acox@coxconsultgroup.com ;Website:www.coxconsultgroup.com; Blog: http://multiplysuccess.blogspot

Copyright 2008 All Rights Reserved

There Is Plenty For Everybody - Share It

A friend sent me a story about Heaven and Hell and sharing. It just struck me as such a good example of why a belief that there is plenty for everybody and a behavior of interdependence represent the highest order of living. At this time of year, and at this time in our economy, it's worth reminding ourselves of that fact.

The story: A man died and went to see St Peter. He was offered the choice of Heaven or Hell. He told St Peter he'd like to see what they looked like before making his decision. St Peter led him to two doors. He opened one, and inside was a large table laden with food. Around the table were people, and all had long spoons strapped to their arms. The spoons looked to be useful for serving the food. Upon closer inspection, the man noticed that all the people looked half starved and emaciated - near death's door - despite the table of food before them. He noticed that the spoons, that had seemed so useful , were actually so long and so tightly bound to the people arms that they couldn't maneuver the spoons contents into their mouths. He watched people struggle to feed themselves, and all failed - while sitting at a table of plenty. St Peter said "This is hell."

St Peter then took the man to the other door. He opened it and the same scene presented itself. The same big table, the same huge quantity of food, the same spoons strapped to all the people's arms. The difference was that all the people in this room were smiling and laughing and talking, and all looked really well fed and healthy. Then the man noticed something different- he saw one person dip their spoon into the food, and then feed the person next to him! He then saw that person dip her spoon into the food and feed him. They had overcome the challenge of the too long spoons by feeding each other, and all got as much as they needed at this table of plenty. St Peter said "This is Heaven. "

The man chose to stay there - wouldn't you?

I have to admit, when I read the first part of the story, it didn't occur to me to think of feeding others as the means to being fed myself. My instinct is independence. That was on display in the Hell room.

In the Heaven room, sharing from the bounty - not giving it away, but sharing - is interdependence - that level of life that is so much more fulfilling than trying to go it alone - interdependence was on display in Heaven. And all who participated in it flourished. There was - indeed - plenty for everybody, but the key to unlocking that plenty was sharing.

At this time of year, and with all the negative news we receive, it's important to remember and practice sharing - acting to help others, sometimes without thinking of return in a material sense, but return in the thanks we receive - or the good feeling helping another can give.

The next time you have an opportunity to help someone, in any number of ways, remember the story of Heaven and Hell, and share. The rewards may not seem apparent at the time, but they are there.

Written by Andy Cox, President

Cox Consulting Group, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: acox@coxconsultgroup.com;Website:www.coxconsultgroup.com; Blog: http://multiplysuccess.blogspot.com

Copyright 2008 All Rights Reserved

How To Be A Top Contributor In Tough Times

In these times - tough times by anyone's measure - it's important to be seen as a contributor - a person who makes a positive difference in the success of their enterprise.

But having said that, when's the last time you read an article, or a book, on how to be a top contributor to any enterprise? Go in any bookstore and see the books on leadership - rows of them. No titles on being a contributor. And yet effective contribution results in most of the successes in any enterprise - just ask the leaders.

So what does it take to be a top contributor? We asked some of the most successful contributors we know. Here are their answers: ten Behaviors, Attitudes and Personal Skills of top contributors.

We offer these ten answers as a self inventory. As you read through answers, ask yourself where you see yourself on each of them.

1 - Top contributors do the work that's recognized as the most important work by their organization. They identify what is most important by creating mutually shared goals. The secret to effective contribution is doing the work that is most important - and ensuring that is where the focus is. None of the other nine items is even worth mentioning if the important work doesn't get done on time while meeting budget, performance, quality and other criteria. It's not a matter of accepting what needs to be done - that goes without saying. Do the important work and get the opportunity to be seen as a top contributor. This sounds so basic - but it's amazing how often it doesn't occur.

2 - Top contributors practice personal leadership through self discipline. Being on time; meeting commitments; knowing when and how to say no; focusing on work and letting the unimportant go; maintaining emotional control; are all behaviors of top contributors.

3 - Top contributors accept the culture for what it is and adapt to it - or get out. There is no bigger waste of time than trying to change what exists to meet personal expectations. Better to leave or accept the culture - as long as it doesn't require acting immorally, unethically, illegally or unsafely.

4 - It's not about you. Top contributors know personalizing decisions and thinking of them in terms of self is a great way to lose motivation and commitment. Let's face it, a lot of decisions will differ from what might be seen as optimal, but accepting decisions for what they are, not making them personal, and moving on to the next issue is top contributor behavior.

5 - Take pride in contribution. Top contributors are convinced of the importance of their work - if they weren't how could they possibly see the value of their accomplishments? It's like the story of the three bricklayers: when asked what they were doing, the first said he was laying brick; the second said he was helping build a school; and the third said he was participating in offering a better education to children through his best efforts. Which bricklayer best describes how you value your work?

6 - Be convinced that you have a gift to give - then give it. Top contributors don't ration their efforts. They focus, they operate at top speed, and they get more done than they realized they could. And the next time they're asked to climb that same mountain, it's not nearly as high as the first time. And they can look for more - whatever more means to them.

7 - Top contributors realize interdependence beats independence in accomplishing anything. Group effort can seem like a pain at the beginning, but a top contributor knows the pain comes before the gain. Focused effort by a group is so much more powerful than individual effort in almost all situations. Acquiring the Personal Skills to work effectively in collaborations is key to top contribution.

8 - Top contributors have high ideals, but maintain realistic expectations. Peter Senge - in The Fifth Discipline defines a cynic in this way : "Scratch a cynic and you will find an idealist, someone who made the mistake of letting their ideals become their expectations." Ideals are important - without them staying on course is impossible. But creating a failure scenario by making an ideal a goal is a sure recipe for frustration and a reduced sense of self worth.

9- Top contributors are fixers, not blamers. They know establishing accountability for things that go wrong is necessary for the future. But they are much more focused on solutions than on placing blame. They know solutions behavior promotes communication and learning while blame behavior promotes defensiveness and error avoidance.

10 - Top contributors use a combination of personal and organizational goals to frame their work and their lives. The closer the alignment between the different goal sets, the better. Contributors know relying on organizational goals to establish self worth and value is very limiting. Organizational goals can change unexpectedly and often - particularly in tough times. Personal goals, on the other hand, provide a "True North" perspective on what is really important.

Take the time, right now, to carefully look at your own contributions - and what can be done to increase your personal impact in your personal and organizational life. Then decide which of the Behaviors, Attitudes and Personal Skills of top contributors will help you achieve the success you want. Then act to make them happen - and watch 2009, even in the midst of tough times, be the best of times.

Written by Andy Cox, President

Cox Consulting Group, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: acox@coxconsultgroup.com;Website:www.coxconsultgroup.com; Blog: http://multiplysuccess.blogspot.com

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