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It’s Only Common Sense: Adaptability is the Key

One of the most interesting things I have learned during the past ten months, is that people are actually doing better work by not physically going to work. Now, don’t get me wrong; there is ultimately no substitute for being at work, but then again, many people have found that they could be much more productive on their own time.

This started me thinking. Why? Why is it that some people have done so well working remotely? I think this question warrants further study for a number of reasons, not the least being that it so much easier to hire people remotely, than to hire locally.

In our industry, for example, CAM operators have always been hard to come by as a local hire. With the reduction in the number of PCB shops in this country, many regions have fewer than three PCB companies, making it even more difficult to find talented and experienced front-end engineers, and CAM operators. And, unfortunately, this is the not the type of position that warrants relocating people, making the talent pool very small indeed.

Some companies have been using independent engineering services from offshore to fill the need for CSM operators, but this is not something that all companies–especially ITAR companies–could do.

Over this past year, companies have had to improvise. And this meant that they have had to open up their minds to more creative solutions, such as hiring remote CAM operators; this, in the end, has proven to be a blessing in disguise.

Another added bonus is that companies have been able “rent” rather than “buy” CAM operators. They have been able to engage these specialists as contractors using them for overload situations.

This has also benefitted the CAM operators. A number of them have embraced the idea of being independent contractors, starting their own small companies, allowing them to work for a number of companies at the same time. This has created a win/win situation for both parties.

According to the CAM people I have spoken to, they are much more productive. They are able to work without interruption, work on their own schedule, and most importantly turn out more work and earn more money. And, with the added bonus of enjoying a freedom they have never had before. They are unencumbered by frequent interruptions, unnecessary meetings, and of course no long and unproductive commutes.

But these professions are not the only ones that can be done remotely. What applies to CAM operators also applies to customer service people, marketing people, and salespeople, as well. Most of whom I have found to be greatly energized by not having to go into the office and submit themselves to someone else schedule.

Now I know that working remotely is not for everyone. To be successful one has to be a self-starter; organized; and ambitious; not to mention creative. Yes, I will admit that there are some people who are completely lost without their days laid out in front of them by someone else. But I am not sure I am that sympathetic toward those people. This pandemic has caused me to look at them with a more critical eyeball.

Let’s take salespeople, for example. By the very definition of their position, they should have all the qualities to make them successful working on their own. And yes, many of the ones I work with have not only risen to the occasion, but thrived as well. But then again, there have been some, albeit a minority, who have been completely baffled by the challenge of selling without being able to visit customers.

While some salespeople have come up with innovative and creative ways to succeed during these hard times; some others have reacted like the proverbial turtle on its back, legs flailing, with no plan or place to go. From them, we hear only the reasons that can’t make their numbers, all of them having to do with Covid.

I find this to be disappointing. Maybe it’s because, in my biased mind, I have always looked at salespeople as the smartest, most creative people in the company–the people who always find a way no matter what the market conditions are. I have often compared them to the old wagon train scout who would ride ahead so that he could keep the wagon master apprised of what was coming up, and what challenges they would have to overcome to get to their destination.

But as with all segments of the population, there are different kinds of salespeople. While there is not much we can do about that, one thing this pandemic has shown us is that in business–as in life–success will always go to those who are able to adapt. To those who are able to embrace change, to those who are able to find a way to win not matter what cards they have been dealt. And I don’t know about you but those are the people I want on my team. It’s only common sense.