Hanging out on Hangouts

The covid-19 crisis has fundamentally changed the way we work, and I thikn some things we are not going to get back. For the foreseeable future, at least, even after official lockdowns have been lifted, people will be hesitant to meet each other.

This means that meetings that used to earlier happen in person are now going to happen on video calls. People will say that video calls can never replace the face-to-face meetings, and that they are suboptimal, especially for things like sales, account management, relationship management, etc.

The main reason why face-to-face interactions are generally superior to voice or video calls is that the latter is considered transactional. Let’s say I decide to meet you for some work-related thing. We meet in one of our offices, or a coffee ¬†shop, or a bar, and indulge in pleasantaries. We talk about the traffic, about coffee, about food, do some random gossip, discuss common connects, and basically just hang out with each other for a while before we get down to work.

While these pleasantaries and “hanging out” can be considered to be a sort of transaction cost, it is important that we do it, since it helps in building relationships and getting more comfortable with each other. And once you’ve gotten comfortable with someone you are likely (at the margin) to do more business with them, and have a more fruitful relationship.

This kind of pleasantaries is not common on a phone call (or a video call). Usually phone calls have more well defined start and end boundaries than in-person meetings. It is rather common for people to just get started off on the topic of discussion rather than getting to know one another, cracking jokes, discussing the weather and all that.

If we need video and phone calls to become more effective in the coming months (at least as long as people aren’t stepping out), it is imperative that we learn to “hang out on hangouts”. We need to spend some time in the beginning of meetings with random discussions and gossip. We need to be less transactional. This transaction cost is small compared to the benefit of effectively replicating in-person meetings.

However, hanging out on hangouts doesn’t come easily to us – it’s not “natural”. The way to get around it is through practice.

On Sunday night, on a whim, I got onto a group video call with a bunch of college friends. Midway through the call I wondered what we were doing. Most of the discussion was pointless. But it gave us an opportunity to “hang out” with each other in a way we hadn’t for a long time (because we live in different places).

Overall, it was super fun, and since then I’ve been messaging different groups of friends saying we should do group video chats. Hopefully some of those will fructify. Along with the immediate fun to be had, they will also help me prepare better for “hanging out” at the beginning of my work meetings.

I think you should do them, too.

Selling yourself for job and consulting

So for the first time in over eight years, I’m looking for a job. This was primarily prompted by my move to London earlier this year – a consulting business where you rely on networks rather than a global brand to get new business cannot be easily transplanted. Moreover, as I’d written a year back, a lot of the objectives of the “portfolio life” have been achieved, so I’m willing to let go of the optionality.

While writing a “Cover Letter” for a job application yesterday I realised what makes selling yourself for a job so much harder than selling yourself for a consulting assignment – in the former case, you need to also communicate a “larger purpose”.

For the last 5-6 years I’ve been mostly selling myself for consulting assignments, and while it hasn’t been easy, all I’ve needed to do to sell has been to convince the potential client that I’ll do a good job solving whatever problem they have, and that my fees is a worthy investment for them. And to some extent I’ve become better over the years making such arguments.

When you’re applying for a job, you not only have to convince the counterparty that you’ll be good at whatever you need to do, and that you are worth the salary that you are asking for, but also need to argue how the job will “improve your life”. You need to explain to them why the job fits in to the list of stuff you’ve already done in your life. You need to talk about where you see yourself 5/10/50 years from now. You need to actually express interest in the job, and irrespective of how mundane the job description, you need to act like it’s the most exciting job ever.

And this is a part I haven’t been good at, basically since I haven’t done any of it for a long time now. And in any case, this is a part of the cover letter that people routinely bluff about, so I don’t know if recruiters even take this part seriously. In any case, I’ve been filling most of my cover letters so far with explanations of how I’ll do an awesome job of the job, and keeping only a cursory line or two about “how the job will improve my life”!

Countercyclical business

I realize being a freelance management consultant is countercyclical business. For two years in succession, I’ve had a light March – both years I’ve ended up finishing projects in Jan/Feb. With March being the end of the Indian financial year, most companies are loathe to commit additional spending in March, and it is a bad time to start new projects!

This is counter-cyclical because most other businesses end up having a bumper March, since they have end-of-year targets, and with a short sales cycle, they push their salespersons hard to achieve this target in March!