Sparrow’s Nest reader’s Topic: I’m currently working as a trader in a media agency. I love my job however I’m not getting the training or leadership to deliver for my clients. I’ve been thrown in the deep end and haven’t been taught the basics or proper skills to negotiate effectively. What’s the best way to approach this, I want to stay with the company although the last year and a half have been challenging.
Your story is not uncommon in the industry at the moment and I’m hearing lots of similar situations. However, I would need more specific background to give specific advice. With the current talent shortage and for you to be effective, thrive, and grow it’s essential you get great training and development.
Both on-the-job training to do your current trading role efficiently and effectively plus specific outside training to allow you to grow and learn in the future.
Unfortunately, with everyone stretched time is precious so I know it’s a challenge for your leader to dedicate time to everyone in the team. However, this is a must and a vital issue to address, and you need to raise this immediately.
You have to break the crazy frenzied cycle and make the time to pause, reflect and stop to learn. Plus get yourself a good mentor or coach that does have the time to help, nurture and support you.
In my early career, I learned so much from being in the office scenario…absorbing, seeing, and overhearing people around me. I would listen to smart conversations with clients, managers negotiating with media partners, and how my boss interacted with other managers and leaders.
Great leadership was modelled around me and I soaked it all in. I would also ask lots of questions to the people next to me, do they have any tips or shortcuts to help me with certain tasks or processes? I’m not sure this happens if you are working remotely as you don’t schedule a zoom call to ask minor bits and pieces.
I was fortunate to learn some basic skills to negotiate and share them below.
Sparrow’s Nest: Top 10 negotiation tips
1. Long-term relationships matter – build rapport and trust
2. No assumptions in a negotiation focus on the facts/evidence
3. It’s not personal, keep it professional
4. Offer a win-win for all sides
5. Have clear objectives going in and know your desired outcome
6. What represents true value for both parties, not just low cost
7. Seek smart options and trade-offs
8. Keep a positive tone and manner plus stay open to active listening
9. How are you going to measure success?
10. Allow a realistic time frame, don’t rush or panic due to pressure
Be very open and honest with your boss and discuss all the positives and why you love your job however be truthful about the training you need to do your job better.
Give three specific examples where you believe you could have had a more productive outcome for your client if you had more knowledge and support. Once again, don’t make it personal or negative…it’s about getting better and delivering excellent negotiations for your clients where you also thrive and grow. After your meeting cover your discussion points and any actions in writing plus copy in HR/people team.
With your manager together develop a realistic career plan for the next year and concentrate on the training and development you need both on the job and any external training that you require. I believe you all have shared goals to deliver better trading deals for your clients, open and honest communication moving forward with a development plan for the future is a great place to approach exciting new beginnings.
Mediaweek contributing editor Greg “Sparrow” Graham writes a fortnightly column offering advice to reader’s topics.
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