如何找到你的职场贵人 |华尔街资深人士 Carla Harr
字幕摘录
| 时间 | 英文 | 中文 |
|---|---|---|
| 0:12 | It was the spring of 1988 when I had the a-ha moment. | 那是1988年的春天,当我有a -ha的时刻。 |
| 0:19 | I was at my first roundtable, and for those of you who don't know, | 我参加了我的第一次圆桌会议 对于你们这些不知道的人 |
| 0:24 | the roundtable was a very commonly used phrase on Wall Street | 圆桌会议是华尔街上常用的词 |
| 0:28 | to describe the year-end evaluative process | 年终评价过程 |
| 0:31 | for analysts, associates, vice presidents, | 分析员、合伙人、副总统 |
| 0:34 | all the way up to managing directors. | 一直到总经理。 |
| 0:36 | That was the process where they would discuss | 这就是他们讨论的过程 |
| 0:38 | behind closed doors, around a table, i.e., the roundtable, | 闭门,在桌旁,即圆桌会议, |
| 0:43 | and everyone was put into a category, | 每个人都被分成一类, |
| 0:45 | the top bucket, the middle bucket, the lower bucket, | 上桶,中桶,下桶, |
展开字幕全文（229 条）
| 序号 | 英文 | 中文 |
|---|---|---|
| 1 | It was the spring of 1988 when I had the a-ha moment. | 那是1988年的春天,当我有a -ha的时刻。 |
| 2 | I was at my first roundtable, and for those of you who don't know, | 我参加了我的第一次圆桌会议 对于你们这些不知道的人 |
| 3 | the roundtable was a very commonly used phrase on Wall Street | 圆桌会议是华尔街上常用的词 |
| 4 | to describe the year-end evaluative process | 年终评价过程 |
| 5 | for analysts, associates, vice presidents, | 分析员、合伙人、副总统 |
| 6 | all the way up to managing directors. | 一直到总经理。 |
| 7 | That was the process where they would discuss | 这就是他们讨论的过程 |
| 8 | behind closed doors, around a table, i.e., the roundtable, | 闭门,在桌旁,即圆桌会议, |
| 9 | and everyone was put into a category, | 每个人都被分成一类, |
| 10 | the top bucket, the middle bucket, the lower bucket, | 上桶,中桶,下桶, |
| 11 | and then that was translated into a bonus range | 然后就变成了奖金范围 |
| 12 | that would be assigned to each professional. | 将分配给每个专业人员。 |
| 13 | This was my first time there, and as I observed, | 这是我第一次在那里,我观察到, |
| 14 | I saw that there was one person that was responsible | 我看见有一个人要负责 |
| 15 | for recording the outcome of a conversation. | 为了记录谈话结果 |
| 16 | There were other people in the room | 房间里还有其他人 |
| 17 | that had the responsibility of presenting the cases | 负责提交案件的人 |
| 18 | of all the candidates, and there were other invited guests | 还有其他客人 |
| 19 | who were supposed to comment as a candidate's position was presented. | 本来应该以候选人身份发表评论的人被提出。 |
| 20 | It was interesting to me that those other people | 有趣的是,这些其他人 |
| 21 | were folks who were more senior than the folks that were being discussed, | 那些比正在讨论的人要高的人, |
| 22 | and they theoretically had had some interaction with those candidates. | 他们理论上与这些候选人有过一些互动。 |
| 23 | Now, I was really excited to be at this roundtable for the first time | 现在,我真的很兴奋 参加这个圆桌会议 第一次 |
| 24 | because I knew that my own process would go through this same way | 因为我知道 我自己的过程会经历同样的过程 |
| 25 | and that my bonus would be decided in the same way, | 我的奖金也会以同样的方式决定 |
| 26 | so I wanted to know how it worked. | 所以我想知道它是如何运作的。 |
| 27 | But more importantly, I wanted to understand | 但更重要的是,我想理解 |
| 28 | how this concept of a meritocracy that every company that I talked to | 我和每个公司谈过的精英政治概念 |
| 29 | walking out of business school was selling. | 走出商学院卖。 |
| 30 | Every time I talked to a company, they would say, | 每次我和一家公司谈话 他们都会说 |
| 31 | our culture, our process is a meritocracy. | 我们的文化,我们的过程是一个功绩政治。 |
| 32 | The way you get ahead in this organization is that you're smart, | 你在这个组织中前进的方式是 你很聪明 |
| 33 | you put your head down, and you work really hard, | 你放下头 努力工作 |
| 34 | and you'll go right to the top. | 你会直接走到顶部。 |
| 35 | So here was my opportunity to see exactly how that worked. | 因此,我有机会看看它是如何工作的。 |
| 36 | So as the process began, | 所以随着过程的开始 |
| 37 | I heard the recorder call the first person's name, Joe Smith. | 我听到录音机呼叫 第一个人的名字,乔史密斯。 |
| 38 | The person responsible for presenting Joe's case did just that. | 负责陈述Joe案子的人就是这样 |
| 39 | Three-quarters of the way through, someone interrupted and said, | 四分之三的路程, 有人打断说, |
| 40 | this is a great candidate, outstanding, | 这是伟大的候选人,是杰出的, |
| 41 | has great analytical and qualitative skills, this is a superstar. | 拥有高超的分析和质量技能,这是一颗超级巨星。 |
| 42 | The recorder then said, | 录音师说: |
| 43 | sounds like Joe should go in the top bucket. | 听起来乔应该去顶层桶里 |
| 44 | Second person, Mary Smith. | 第二人称玛丽·史密斯. |
| 45 | Halfway through that presentation, someone said, solid candidate, | 半途而废,有人说, 坚实的候选人, |
| 46 | nothing really special, but a good pair of hands. | 没什么特别的,只是一双好手 |
| 47 | The recorder said, sounds like Mary should go in the middle bucket. | 录音员说,听起来像玛丽应该去 中间的桶。 |
| 48 | And then someone said, Arnold Smith. | 然后有人说 阿诺德·史密斯 |
| 49 | Before the person could present Arnold's case, somebody said, | 在他提出Arnold的案子之前 有人说 |
| 50 | disaster, disaster, this kid doesn't have a clue, | 灾难,灾难,这个孩子没有线索, |
| 51 | can't do a model. | 不能做一个模型。 |
| 52 | And before the case was presented, | 在案子提出之前 |
| 53 | the recorder said, sounds like Arnold should go in the bottom bucket. | 录音员说,听起来 阿诺德应该进底桶 |
| 54 | It was at that moment that I clutched my pearls | 那一刻,我紧紧抓住了我的珍珠 |
| 55 | and said, who's going to speak for me? | 说,谁会为我说话? |
| 56 | Who's going to speak for me? | 谁为我说法. |
| 57 | It was at that moment that I realized that this idea of a meritocracy | 正是在那一刻,我意识到 这个精英政治的想法 |
| 58 | that every organization sells is really just a myth. | 每个组织卖的都是个神话 |
| 59 | You cannot have a 100 percent meritocratic environment | 你不能有百分之百的功绩环境 |
| 60 | when there is a human element involved in the evaluative equation. | 当评价方程式中涉及人的因素时。 |
| 61 | Because by definition, that makes it subjective. | 因为顾名思义,这就使它具有主观性. |
| 62 | I knew at that moment that somebody would have to be behind closed doors | 我当时就知道有人要关门 |
| 63 | arguing on my behalf, | 代表我争论 |
| 64 | presenting content in such a way | 以这种方式显示内容 |
| 65 | that other decision-makers around that table would answer in my best favor. | 坐在桌子上的其他决策者 会为我带来最好的回报 |
| 66 | That was a really interesting lesson. | 这是一个非常有趣的教训。 |
| 67 | And then I said to myself, well, who is that person? | 然后我对自己说 那人是谁? |
| 68 | What do you call this person? | 你怎么称呼这个人? |
| 69 | And as I thought about the popular business terms at the time, | 当我想到当时流行的商业术语时 |
| 70 | I said, wow, this person can't be a mentor, | 我说,哇,这个人不能做导师, |
| 71 | because a mentor's job is to give you tailored advice, | 因为导师的工作是给你量身定制的建议 |
| 72 | tailored specifically to you and to your career aspirations. | 特别适合你和你的事业愿望 |
| 73 | They're the ones who give you the good, the bad and the ugly | 是他们给你好,坏和丑 |
| 74 | in a no-holes-barred way. | 以无孔无障的方式。 |
| 75 | OK, a person can't be a champion or an advocate, | 好吧,一个人不能成为冠军或倡导者, |
| 76 | because you don't necessarily have to spend any currency | 因为你不必花任何钱 |
| 77 | to be someone's champion. | 成为某人的冠军。 |
| 78 | You don't necessarily get invited to the room behind closed doors | 你不一定被邀请到 房间的闭门 |
| 79 | if you're an advocate. | 如果你是一个律师。 |
| 80 | It was almost two years later | 都快两年了 |
| 81 | when I realized what this person should be called. | 当我意识到这个人应该叫什么 |
| 82 | I was speaking at the University of Michigan | 我在密歇根大学演讲 |
| 83 | to the NBA candidates, | 对NBA候选人, |
| 84 | talking about the lessons that I had learned | 谈论我学到的教训 |
| 85 | after my three short years on Wall Street, | 我在华尔街短短三年后 |
| 86 | and then it came to me. | 然后它来到我身边。 |
| 87 | I said, oh, this person that is carrying your interest, | 我说,哦,这个人 带着你的兴趣, |
| 88 | or as I like to say, carrying your paper into the room, | 或如我想说的 把你的纸带进房间 |
| 89 | this person who is spending their valuable political and social capital on you, | 这个把宝贵的政治和社会资本花在你身上的人 |
| 90 | this person who's going to pound the table on your behalf, | 这个代表你敲桌子的人 |
| 91 | this is a sponsor. | 这是赞助商。 |
| 92 | This is a sponsor. | 这是赞助商 |
| 93 | And then I said to myself, | 然后我对自己说, |
| 94 | well, how do you get a sponsor? | 你怎么找赞助商的? |
| 95 | And frankly, why do you need one? | 老实说,你为什么需要? |
| 96 | Well, you need a sponsor, frankly, | 老实说 你需要赞助商 |
| 97 | because as you can see, there's not one evaluative process | 因为如你所见 没有一个评价过程 |
| 98 | that I can think of, | 我可以想到的, 说得没错。 |
| 99 | whether it's in academia, health care, financial services, | 无论是在学术界,医疗保健,金融服务, |
| 100 | not one that does not have a human element. | 而不是一个没有人的因素。 |
| 101 | So that means it has that measure of subjectivity. | 也就是说它有这种主观性 |
| 102 | There is a measure of subjectivity in who is presenting your case. | 由谁陈述你的案件是有主观性的。 |
| 103 | There is a measure of subjectivity in what they say | 他们说的话有点主观性 |
| 104 | and how they interpret any objective data that you might have. | 以及他们如何解释你可能掌握的客观数据。 |
| 105 | There is a measure of subjectivity in how they say | 他们怎么说都有点主观 |
| 106 | what they're going to say to influence the outcome. | 他们会说什么来影响结果。 |
| 107 | So therefore, you need to make sure that that person who is speaking, | 因此,你需要确保 那个说话的人, |
| 108 | that sponsor, has your best interest at heart | 赞助人,有你最大的利益 |
| 109 | and has the power to get it, whatever it is for you, | 并且有能力得到它, 无论它为你, |
| 110 | to get it done behind closed doors. | 把它关起来 |
| 111 | Now, I'm asked all the time, you know, how do you get one? | 现在,我一直被问, 你知道,你怎么得到一个? |
| 112 | Well, frankly, Nirvana is when someone sees you in an environment | 老实说,尼尔瓦娜是当有人看到你在一个环境中 |
| 113 | and decides, I'm going to make it happen for you. | 并且决定,我会让你得到它。 |
| 114 | I'm going to make sure that you are successful. | 我会确保你成功 |
| 115 | But for many of us in this room, we know it doesn't really happen that way. | 但是,对于我们在这个房间里的许多人来说,我们知道这不会真的发生。 |
| 116 | So let me introduce this concept of currency | 让我介绍一下货币的概念 |
| 117 | and talk to you about how it impacts your ability to get a sponsor. | 和你谈谈它如何影响 你的能力 获得赞助。 |
| 118 | There are two types of currency in any environment, | 任何环境下都有两种货币, |
| 119 | performance currency and relationship currency. | 业绩货币和关系货币。 |
| 120 | And performance currency is the currency that is generated | 而性能货币是产生的货币 |
| 121 | by your delivering that which was asked of you and a little bit extra. | 由你交付你的要求 和一点点额外。 |
| 122 | Every time you deliver upon an assignment above people's expectations, | 每次你完成超出人们期望的任务 |
| 123 | you generate performance currency. | 生成性能货币。 |
| 124 | It works exactly like the stock market. | 和股票市场一样有效 |
| 125 | Anytime a company says to the street that they would deliver 25 cents a share | 无论何时,公司对街上说,他们会交付25美分一股 |
| 126 | and that company delivers 40 cents a share, | 公司每股40美分 |
| 127 | that stock goes up, and so will yours. | 你的股票也会上升 |
| 128 | Performance currency is valuable for three reasons. | 性能货币有三点价值. |
| 129 | Number one, it will get you noticed. | 第一,它会让你注意到。 |
| 130 | It will create a reputation for you. | 这会给你带来声誉 |
| 131 | Number two, it will also get you paid and promoted | 二号,这也会给你钱和升职 |
| 132 | very early on in your career and very early on in any environment. | 在你的职业生涯中很早,在任何环境下都很早。 |
| 133 | And number three, it may attract a sponsor. | 第三,它可能会吸引赞助商。 |
| 134 | Why? | 为什么? |
| 135 | Because strong performance currency | 因为强效货币 |
| 136 | raises your level of visibility in the environment, as I said earlier, | 正如我刚才所说,提高你在环境中的能见度, |
| 137 | such that a sponsor may be attracted to you. | 这样你就可以吸引赞助商了 |
| 138 | Why? | 为什么? |
| 139 | Because everybody loves a star. | 因为每个人都喜欢明星 |
| 140 | But if you find yourself in a situation where you don't have a sponsor, | 但如果你发现自己没有赞助人 |
| 141 | here's the good news. | 这是好消息。 |
| 142 | Remember that you can exercise your power and ask for one. | 记住,你可以行使你的权力 并要求一个。 |
| 143 | But here's where the other currency is now most important. | 但这里是另一种货币现在最重要的地方. |
| 144 | That is the relationship currency. | 这就是关系货币。 |
| 145 | And relationship currency is the currency that is generated | 关系货币是生成的货币 |
| 146 | by the investments that you make in the people in your environment. | 以你们在你们的环境中对人们的投资盟誓, |
| 147 | The investments that you make in the people in your environment. | 你在环境里对人民的投资 |
| 148 | You cannot ask someone to use their hard-earned, personal, | 你不能要求别人用他们辛苦挣来的私人物品 |
| 149 | influential currency on your behalf | 代表您的有影响力的货币 |
| 150 | if you've never had any interaction with them. | 如果你从来没有与他们有任何互动。 |
| 151 | It is not going to happen. | 它不会发生。 |
| 152 | So it is important that you invest the time to connect, to engage | 所以你必须投入时间 连接,参与 |
| 153 | and to get to know the people that are in your environment, | 为了了解你环境中的人 |
| 154 | and more importantly, to give them the opportunity to know you. | 更重要的是 让他们有机会认识你 |
| 155 | Because once they know you, | 因为一旦他们认识你 |
| 156 | it's a higher probability that when you approach them | 当你接近他们时,可能性更大了 |
| 157 | to ask them to be your sponsor, | 让他们做你的赞助人 |
| 158 | they will in fact answer in the affirmative. | 他们必定要回答。 |
| 159 | Now, if you're with me and you agree that you have to have a sponsor, | 如果你跟我在一起 同意你必须有赞助商 |
| 160 | let's talk about how you identify a sponsor. | 让我们谈谈你如何确定赞助商 |
| 161 | Well, if you're looking for a sponsor, | 如果你要找赞助商 |
| 162 | they need to have three primary characteristics. | 他们需要具备三个主要特征。 |
| 163 | Number one, they need to have a seat at the decision-making table. | 第一,他们需要在决策桌上有一个席位。 |
| 164 | They need to have exposure to your work | 他们需要接触你的工作 |
| 165 | in order to have credibility behind closed doors, | 为了在封闭的大门内获得信誉, |
| 166 | and they need to have some juice. | 他们需要一些果汁。 |
| 167 | Or let me say it differently, they better have some power. | 或者让我换句话说 他们最好有力量 |
| 168 | It's really important that they have those three things. | 他们拥有这三样东西是非常重要的。 |
| 169 | And then once you have identified the person, | 一旦你认出这个人 |
| 170 | how do you ask for one? | 你怎么要求一个? |
| 171 | The script goes like this. | 剧本是这样写的。 |
| 172 | Jim, I'm really interested in getting promoted this year. | 吉姆,我今年真的想升职 |
| 173 | I've had an amazing year, | 我度过了惊人的一年 |
| 174 | and I cannot show this organization anything else | 我不能让这个组织看到其他东西 |
| 175 | to prove my worthiness or my readiness for this promotion. | 证明我是否适合 或我是否愿意升职 |
| 176 | But I am aware that somebody has to be behind closed doors, | 但我知道有人必须关门 |
| 177 | arguing on my behalf and pounding the table. | 代表我争论 敲桌子 |
| 178 | You know me, you know my work, | 你了解我,你知道我的工作, 我的工作, |
| 179 | and you are aware of the client feedback, | 你知道客户的反馈, |
| 180 | and I hope that you will feel comfortable arguing on my behalf. | 我希望你们能为我而争论 感到舒服 |
| 181 | If Jim knows you and you have any kind of a relationship, | 如果吉姆认识你和你有某种关系 |
| 182 | there's a very high probability that he will answer yes. | 很有可能他会答应的 |
| 183 | And if he says yes, he will endeavor to get it done for you. | 如果他答应了,他会尽力为你做 |
| 184 | But there's also a shot that Jim might say no. | 但也有一个镜头 吉姆可能会说不。 |
| 185 | And if he says no, in my opinion, | 如果他拒绝,在我看来, |
| 186 | there's only three reasons that he would tell you no. | 他只有三个理由告诉你不行 |
| 187 | The first is, he doesn't think that he has enough exposure to your work | 首先,他不认为 他有足够的接触你的工作 |
| 188 | to have real credibility behind closed doors | * 闭门建立真正的信誉 |
| 189 | to be impactful and effective on your behalf. | 代表你发挥有效的作用 |
| 190 | The second reason he may tell you no | 第二个原因,他可能告诉你不 |
| 191 | is that you think he has the juice to get it done, | 你认为他有果汁来做 |
| 192 | but he knows that he does not have the power to do it, | 但他知道自己没有权力这样做, |
| 193 | and he is not going to admit that in that conversation with you. | 他不会在跟你的谈话中承认这一点 |
| 194 | And the third reason that he would tell you no, | 第三个原因 他告诉你不, |
| 195 | he doesn't like you. | 他不喜欢你 |
| 196 | He just doesn't like you. | 他只是不喜欢你。 |
| 197 | And that is something that could happen. | 而这有可能发生。 |
| 198 | But even that will be valuable information for you | 但即使这样,你也会得到宝贵的信息 |
| 199 | that will help to inform your next conversation with the sponsor | 帮助您与赞助商的下次交谈 |
| 200 | that might make it a little bit more impactful. | 这可能让它更具有影响力。 |
| 201 | I cannot tell you how important it is to have a sponsor. | 我不能告诉你有赞助人有多重要。 |
| 202 | It is the critical relationship in your career. | 这是你职业生涯的关键关系 |
| 203 | A mentor, frankly, is a nice-to-have, | 老实说,导师是个好人 |
| 204 | but you can survive a long time in your career without a mentor, | 但你可以在没有导师的职业生涯中度过很长一段时间 |
| 205 | but you are not going to ascend in any organization without a sponsor. | 但是,没有赞助者,你不会在任何组织中崛起。 |
| 206 | It is so critical that you should ask yourself regularly, | 这很重要,你应该经常问自己 |
| 207 | who's carrying my paper into the room? | 谁把我的纸带进房间? |
| 208 | Who's carrying my paper into the room? | 谁把我的纸带进房间? |
| 209 | And if you can't answer who's carrying your paper into the room, | 如果你不能回答谁把你的纸带进房间 |
| 210 | then I will tell you to divert some of your hardworking energies | 那我会告诉你 分散你一些勤奋的精力 |
| 211 | into investing in a sponsor relationship, | 投资于赞助者关系, |
| 212 | because it will be critical to your success. | 因为这对你的成功至关重要 |
| 213 | And as I close, | 而当我关闭, |
| 214 | let me give a word to the would-be sponsors that are in the room. | 让我向在座的可能的提案国说句话。 |
| 215 | If you have been invited into the room, | 如果你被邀请进入房间, |
| 216 | know that you have a seat at that table. | 知道你有座位在那张桌子上。 |
| 217 | And if you have a seat at the table, | 如果你有一个座位在桌子上, |
| 218 | you have a responsibility to speak. | 你有责任说话 |
| 219 | Don't waste your power worrying about what people are going to say | 不要浪费你的力量 担心别人会说什么 |
| 220 | and whether or not they think you might be supporting someone | 以及他们是否认为 你在支持某人 |
| 221 | just because they look like you. | 只是因为他们看起来像你。 |
| 222 | If somebody is worthy of your currency, | 如果有人值得你的货币, |
| 223 | spend it. | 把钱花掉 |
| 224 | One thing I have learned after several decades on Wall Street | 我在华尔街学了几十年 |
| 225 | is the way to grow your power is to give it away. | 增加你力量的方法就是放弃它 |
| 226 | And your voice is at the heart. | 而声闻心. |
| 227 | And your voice is at the heart of your power. | 而汝声闻为权心. |
| 228 | Use it. | 使用它。 |
| 229 | Thank you very much. | 谢谢 |
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