TEDWomen 2018
Carla Harris: How to find the person who can help you get ahead at work
Karla Harris: Ishingizda sizni qo'llab-quvvatlovchi shaxsni qanday topish mumkin?
Filmed:
Readability: 3.8
3,115,717 views
Ishxona ko'pincha meritokratiya o'chog'i va u yerda muvaffaqiyatga erishish uchun boshingizni ko'tarmasdan qattiq ishlash lozim deb qabul qilinadi. Uoll-strit faxriysi Karla Harris o'zining dastlabki mehnat faoliyatidayoq bu afsona ekanligini anglagan. Aslida kalit peshqadam bo'lishmi? Homiyni toping: bu shaxs siz (hali) taklif etilmayotgan yuqori darajadagi, yopiq eshiklar ortidagi majlislarda sizning nomingizdan so'zlovchi bo'lsin. Mazkur samimiy va o'ta ta'sirli taqdimotda samarali homiylik munosabatlarini qanday aniqlash va rivojlantirish yo'llari haqida saboq oling.
Carla Harris - Business executive, author
At Morgan Stanley, Carla Harris is responsible for improving the access to capital for female and multicultural founders, as well as increasing client connectivity to enhance revenue generation. Full bio
At Morgan Stanley, Carla Harris is responsible for improving the access to capital for female and multicultural founders, as well as increasing client connectivity to enhance revenue generation. Full bio
Double-click the English transcript below to play the video.
00:12
It was the spring of 1988
0
520
4056
1988-yilning bahor faslida
00:16
when I had the aha moment.
1
4600
3176
mening hayolimga ajoyib bir fikr keldi.
00:19
I was at my first roundtable,
2
7800
2536
Mening ilk davra suhbatim mobaynida,
00:22
and for those of you who don't know,
3
10360
1856
bu haqda bilmaganlar uchun izoh bersam,
00:24
the roundtable was a very
commonly used phrase on Wall Street
commonly used phrase on Wall Street
4
12240
3935
davra suhbati Uol-Stritda ommabop bo'lgan
00:28
to describe the year-end
evaluative process
evaluative process
5
16200
3216
yil yakuni sarhisob qilinadigan jarayon bo'lib,
00:31
for analysts, associates, vice presidents,
all the way up to managing directors.
all the way up to managing directors.
6
19440
4456
analitik, hamkor, vitse-prezidentdan tortib boshqaruvchilargacha qamrab oldi.
00:35
That was the process where they
were discussed behind closed doors
were discussed behind closed doors
7
23920
4256
Bu bahs-muhokamalar yopiq eshiklar ortida,
00:40
around a table, i.e. the round table,
8
28200
2976
davra suhbati, ya'ni stol atrofida kechgan
00:43
and everyone was put into a category --
9
31200
2496
hamda har bir shaxs tabaqalarga -
00:45
the top bucket, the middle bucket,
the lower bucket --
the lower bucket --
10
33720
3656
oliy, o'rta toifa va quyi toifalarga bo'lib,
00:49
and then that was translated
into a bonus range
into a bonus range
11
37400
2936
so'ngra ular bonus sinflariga taqsimlandi.
00:52
that would be assigned
to each professional.
to each professional.
12
40360
2896
Bu har bir professionallik darajasiga qarab belgilandi.
00:55
This was my first time there,
and as I observed,
and as I observed,
13
43280
3416
U yerda ilk bor bo'lib, kuzatar ekanman,
00:58
I saw that there was one person
that was responsible
that was responsible
14
46720
3296
bir kishi suhbat natijasini tasmaga
01:02
for recording the outcome
of a conversation.
of a conversation.
15
50040
3256
yozishga mas'ul ekanligini ko'rdim.
01:05
There were other people in the room
that had the responsibility
that had the responsibility
16
53320
2976
Xonada barcha nomzodlarning ishlarini taqdim
01:08
of presenting the cases
of all the candidates.
of all the candidates.
17
56320
2216
etishga mas'ul bo'lgan boshqa kishilar ham bor edilar.
01:10
And there were other invited guests
who were supposed to comment
who were supposed to comment
18
58560
4136
Shuningdek, boshqa taklif etilgan mehmonlar ham bo'lib, ular
01:14
as a candidate's position was presented.
19
62720
3000
taqdim etilayotgan nomzodlarga sharh berishlari lozim edi.
01:18
It was interesting to me
that those other people
that those other people
20
66440
3656
Menga shunisi qiziq ediki, mazkur boshqa insonlar o'z
01:22
were folks who were more senior
than the folks that were being discussed
than the folks that were being discussed
21
70120
3736
martabalari jihatidan muhokama qilinayotganlardan ko'ra ancha salmoqli edi,
01:25
and they theoretically had had
some interaction with those candidates.
some interaction with those candidates.
22
73880
4336
va ular nazariy jihatdan zikr etilgan nomzodlar bilan muayyan aloqaga ega edilar.
01:30
Now, I was really excited to be
at this roundtable for the first time,
at this roundtable for the first time,
23
78240
3816
Hozirda men ilk bora shu davra suhbatida bo'lganimdan nihoyatda mamnunman,
01:34
because I knew that my own process
would go through this same way,
would go through this same way,
24
82080
3576
chunki o'zim ham shu jarayonni bosib o'tishimni
01:37
and that my bonus would be
decided in the same way,
decided in the same way,
25
85680
3056
va mening imtiyozlarim aynan shu yo'l orqali hal etilishini bilar edim.
01:40
so I wanted to know how it worked,
26
88760
1816
Shuning uchun men bu uslubning mexanizmi,
01:42
but more importantly,
27
90600
1536
eng muhimi esa maqsadim
01:44
I wanted to understand
how this concept of a meritocracy
how this concept of a meritocracy
28
92160
3616
meritokratiya, ya'ni munosiblarni saralash konsepsiyasining afzalliklariga
01:47
that every company that I talked to
walking out of business school
walking out of business school
29
95800
3416
bitirgan biznes universitetimdan tortib men suhbatlashgan har bir kompaniya tomonidan
01:51
was selling.
30
99240
1216
qay yo'sinda ishontirilayotganini anglab yetish edi.
01:52
Every time I talked to a company,
31
100480
1616
Har safar kompaniyalar bilan suhbatimda
01:54
they would say, "Our culture,
our process, is a meritocracy.
our process, is a meritocracy.
32
102120
4176
ular menga: "Qadriyatlarimiz, jamiyki jarayonimiz meritokratiyadan iborat", deyishar edi.
01:58
The way you get ahead in this organization
is that you're smart,
is that you're smart,
33
106320
3016
Bunday tashkilotda ilgarilash uchun siz aqlli bo'lsangiz,
02:01
you put your head down
and you work really hard,
and you work really hard,
34
109360
2256
boshingizni ko'tarmasdan, chinakamiga qattiq ishlasangiz
02:03
and you'll go right to the top.
35
111640
1616
albatta eng cho'qqiga ko'tarilasiz.
02:05
So here was my opportunity to see
exactly how that worked.
exactly how that worked.
36
113280
3336
Demak, bu aynan qanday kechishiga shohid bo'lish uchun imkoniyat edi.
02:08
So as the process began,
37
116640
2136
Shunday qilib jarayon bo'shlanar ekan,
02:10
I heard the recorder
call the first person's name.
call the first person's name.
38
118800
3296
men yig'ilish bayonnomachisi birinchi shaxs ismini chaqirganini eshitdim.
02:14
"Joe Smith."
39
122120
1696
"Jou Smit".
02:15
The person responsible
for presenting Joe's case did just that.
for presenting Joe's case did just that.
40
123840
4296
Jouning ishini taqdim etishga mas'ul ham shunday qildi.
02:20
Three quarters of the way through,
someone interrupted and said,
someone interrupted and said,
41
128160
3016
Taqdimotning so'nggi uchinchi qismida kimdir gapni bo'lib, dedi:
02:23
"This is a great candidate, outstanding,
42
131200
2256
"Bu ajoyib nomzod, nihoyatda,
02:25
has great analytical
and quantitative skills.
and quantitative skills.
43
133480
2816
u noyob tahliliy va miqdoriy malakalar sohibi.
02:28
This is a superstar."
44
136320
1816
Bir so'z bilan aytganda superyulduz".
02:30
The recorder then said,
45
138160
1496
Bosh bayonnomachi keyin dedi:
02:31
"Sounds like Joe
should go in the top bucket."
should go in the top bucket."
46
139680
3080
"Demak, Jou oliy tabaqa toifasiga mansub".
02:35
Second person, Mary Smith.
47
143440
2096
Ikkinchi kishi, Meri Smit.
02:37
Halfway through that presentation,
someone said, "Solid candidate.
someone said, "Solid candidate.
48
145560
3816
O'sha taqdimot o'rtasida, kimdir dedi: "Pishiq nomzod.
02:41
Nothing really special,
but a good pair of hands."
but a good pair of hands."
49
149400
3016
Ajralib turuvchi aytarlik fazilatlari bo'lmasada, dastyorlikka yaraydi".
02:44
The recorder said,
50
152440
1336
Bayonnomachi dedi:
02:45
"Sounds like Mary
should go in the middle bucket."
should go in the middle bucket."
51
153800
2616
"Meri o'rta toifaga mansub ekanda".
02:48
And then someone said, "Arnold Smith."
52
156440
2736
Keyin kimdir aytdi: "Arnold Smit".
02:51
Before the person
could present Arnold's case,
could present Arnold's case,
53
159200
3256
Arnoldning ishini taqdim etuvchi kishi og'zini ochmasdan
02:54
somebody said, "Disaster. Disaster.
This kid doesn't have a clue.
This kid doesn't have a clue.
54
162480
3816
kimdir: "Falokat, ofat. Bu bolaning tuturig'i yo'q.
02:58
Can't do a model."
55
166320
1336
Standartlarimizga monand emas", dedi.
02:59
And before the case was presented,
56
167680
2496
Nomzod ishi taqdimotidan avval
03:02
the recorder said,
57
170200
1296
bayonnomachi aytdi:
03:03
"Sounds like Arnold
should go in the bottom bucket."
should go in the bottom bucket."
58
171520
3216
"Demak, Arnold quyi toifaga boradi".
03:06
It was at that moment
that I clutched my pearls --
that I clutched my pearls --
59
174760
3416
Aynan o'sha lahzalarda men ushladim ... marvaridlarimni
03:10
(Laughter)
60
178200
3296
(Kulgu)
03:13
and said, "Who is going to speak for me?"
61
181520
3480
o'zimga-o'zim "Mening nomimdan kim gapirar ekan-a?" dedim.
03:18
Who is going to speak for me?
62
186320
2176
Kim mening nomimdan gapiradi?
03:20
It was that moment that I realized
that this idea of a meritocracy
that this idea of a meritocracy
63
188520
4376
O'sha onda men angladimki, meritokratiya g'oyasi
03:24
that every organizations sells
is really just a myth.
is really just a myth.
64
192920
4536
o'sha har bir tashkilot so'ylaydigan fikr, shunchaki afsona ekan.
03:29
You cannot have a 100 percent
meritocratic environment
meritocratic environment
65
197480
5056
Siz 100 foiz malaka va bilim asoslangan muhitga ega bo'la olmaysiz.
03:34
when there is a human element
involved in the evaluative equation,
involved in the evaluative equation,
66
202560
4376
Gap shundaki, baholash mezonida inson omili mavjud,
03:38
because by definition,
67
206960
1856
chunki, o'z nomi va tavsifi bilan
03:40
that makes it subjective.
68
208840
2496
biri ikkinchisini noxolisga chiqaradi.
03:43
I knew at that moment that somebody
would have to be behind closed doors
would have to be behind closed doors
69
211360
5456
O'sha lahzada men anglayotgan edimki, yopiq eshiklar ortida
03:48
arguing on my behalf,
70
216840
2696
mening nomimdan mulohaza yuritayotgan inson
03:51
presenting content in such a way
71
219560
2976
meni shunday taqdim etayotganda,
03:54
that other decision makers
around that table
around that table
72
222560
3376
qaror qabul qiluvchilar davra atrofida o'tirib
03:57
would answer in my best favor.
73
225960
2280
mening foydamga javob berayotgan edi.
04:01
That was a really interesting lesson,
74
229040
2896
Bu nihoyatda mushohada uchun saboq bo'ldi,
04:03
and then I said to myself,
"Well, who is that person?
"Well, who is that person?
75
231960
3176
va o'zimga-o'zim "Xo'sh, o'sha inson kim?
04:07
What do you call this person?"
76
235160
1856
Bu insonni qanday nomlash mumkin?", dedim.
04:09
And as I thought about
the popular business terms at the time,
the popular business terms at the time,
77
237040
3736
O'sha vaqtda ommalashgan atama xususida o'ylab,
04:12
I said, wow, this person
can't be a mentor,
can't be a mentor,
78
240800
3456
dahshat, bu inson murabbiy bo'lishga noloyiq,
04:16
because a mentor's job
is to give you tailored advice,
is to give you tailored advice,
79
244280
4616
chunki, murabbiyning vazifasi aslida sizga mos maslahatni berish
04:20
tailored specifically to you
and to your career aspirations.
and to your career aspirations.
80
248920
3816
aynan sizga va sizning istiqbolingizdagi orzu-umidlaringizga yo'naltirilgan bo'lishi kerak, dedim.
04:24
They're the ones who give you
the good, the bad and the ugly
the good, the bad and the ugly
81
252760
3295
Yaxshining yaxshiligini, yomonning yomonligini
04:28
in a no-holds-barred way.
82
256079
1760
hech qanday cheklovlarsiz ayta oluvchilar bor.
04:30
OK. Person can't be
a champion or an advocate,
a champion or an advocate,
83
258839
4177
Albatta, duch kelgan kishi himoyachi - advokat bo'la olmaydi,
04:35
because you don't necessarily
have to spend any currency
have to spend any currency
84
263040
3576
chunki kimningdir himoyachisi bo'lish uchun
04:38
to be someone's champion.
85
266640
1656
pul sarflab o'tirish shart emas.
04:40
You don't necessarily
get invited to the room
get invited to the room
86
268320
2576
Albatta siz alohida xonaga chaqirtirilib, yopiq
04:42
behind closed doors if you're an advocate.
87
270920
3056
eshiklar ortida advokat bo'lishingizga hojat yo'q.
04:46
It was almost two years later
88
274000
2096
Deyarli ikki yil o'tib, bu kishi
04:48
when I realized what
this person should be called.
this person should be called.
89
276120
3696
qanday atalishi lozimligini tushunib yetdim.
04:51
I was speaking
at the University of Michigan
at the University of Michigan
90
279840
2496
Men Michigan universitetida so'zga chiqib,
04:54
to the MBA candidates,
91
282360
1896
bo'lg'usi biznes boshqaruvi magistrlariga
04:56
talking about the lessons
that I had learned
that I had learned
92
284280
2096
chiqargan saboqlarim haqida gapirar ekanman,
04:58
after my three short years on Wall Street,
93
286400
2056
Uoll-Stritda o'tgan qisqa uch yillik faoliyatimdan keyin
05:00
and then it came to me.
94
288480
1576
menda bir fikr uyg'ondi.
05:02
I said, "Oh, this person
that is carrying your interest,
that is carrying your interest,
95
290080
3736
Iye, bu inson axir sening manfaatlaringdan xabardor kishi-ku,
05:05
or as I like to say,
carrying your paper into the room,
carrying your paper into the room,
96
293840
3176
yoxud aytish mumkinki, hujjatlaringni xonaga ko'tarib kiruvchi
05:09
this person who is spending
97
297040
1536
bu inson shundayki, u sizga nisbatan o'zining
05:10
their valuable political
and social capital on you,
and social capital on you,
98
298600
3376
qimmatli siyosiy va ijtimoiy vaznlarini sarflaydi,
05:14
this person who is going
to pound the table on your behalf,
to pound the table on your behalf,
99
302000
4056
bu inson sizning nomingizdan stolni taqillatadi,
05:18
this is a sponsor.
100
306080
2480
bu - homiyku.
05:21
This is a sponsor."
101
309600
2440
Bu - homiy.
05:24
And then I said to myself,
102
312800
2136
Keyin esa o'zimga aytdim,
05:26
"Well, how do you get a sponsor?
103
314960
2536
"Xo'sh, qanday qilib homiyga ega bo'lasan?
05:29
And frankly, why do you need one?"
104
317520
2616
Va ochig'ini aytganda, sizga nega homiy kerak?".
05:32
Well, you need a sponsor, frankly,
105
320160
1776
O'zi siz homiyga muhtojsiz, rosti.
05:33
because as you can see,
106
321960
1376
Chunki, ma'lumki,
05:35
there's not one evaluative process
that I can think of,
that I can think of,
107
323360
3296
bilishimcha, baholash jarayoni bir bosqichdan iborat emas,
05:38
whether it's in academia,
health care, financial services,
health care, financial services,
108
326680
3616
xoh akademik, xoh sog'liqni saqlash, xoh moliyaviy xizmatlar sohasi bo'lsin,
05:42
not one that does not have
a human element.
a human element.
109
330320
3320
bular inson omili mavjud bo'lmagan sohalar emas.
05:46
So that means it has
that measure of subjectivity.
that measure of subjectivity.
110
334120
2976
Demak bu noxolis yondashuv mezoni borligini anglatadi.
05:49
There is a measure of subjectivity
in who is presenting your case.
in who is presenting your case.
111
337120
5576
Sizning ishingizni taqdim etuvchi shaxsda subyektivlik o'lchami bor.
05:54
There is a measure of subjectivity
112
342720
2056
Subyektivlik o'lchovi
05:56
in what they say
113
344800
2056
ular nimalar deyishlarida sizda mavjud
05:58
and how they interpret
any objective data that you might have.
any objective data that you might have.
114
346880
3776
obyektiv ma'lumotni qanday talqin etishlarida namoyon bo'ladi.
06:02
There is a measure of subjectivity
in how they say what they're going to say
in how they say what they're going to say
115
350680
5696
Subyektivlik o'lchovi qanday bayon etishlari va nimani aytishlarida
06:08
to influence the outcome.
116
356400
2256
pirovard natijaga ta'sir etadi.
06:10
So therefore, you need to make sure
that that person who is speaking,
that that person who is speaking,
117
358680
4256
Shu bois amin bo'lishingiz kerakki, so'zga chiqayotgan kishi
06:14
that sponsor,
118
362960
1456
sizning himoyachingiz
06:16
has your best interests at heart
119
364440
2256
qalbida sizning eng maqbul manfaatlaringiz bo'lsin
06:18
and has the power to get it,
whatever it is for you,
whatever it is for you,
120
366720
4056
va u ularga erishishga qodir bo'lsin, nima bo'lsa ham
06:22
to get it done behind closed doors.
121
370800
2416
yopiq eshiklar ortida uni uddalasin.
06:25
Now, I'm asked all the time,
122
373240
2656
Endilikda, mendan hamisha so'rashadi:
06:27
"How do you get one?"
123
375920
2056
"Siz bunga qanday erishasiz?"
06:30
Well, frankly, nirvana is when
someone sees you in an environment
someone sees you in an environment
124
378000
6136
Ochig'i, nirvana shunday ideal muhitki unda odamlar
06:36
and decides, "I'm going
to make it happen for you.
to make it happen for you.
125
384160
3056
"men buni siz uchun amalga oshiraman, siz
06:39
I'm going to make sure
that you are successful."
that you are successful."
126
387240
2776
muvaffaqiyatli bo'lishingiz uchun ishonch hosil qilaman", deb qaror qiladi.
06:42
But for many of us in this room,
we know it doesn't really happen that way.
we know it doesn't really happen that way.
127
390040
3816
Ammo shu yerdagilarning aksariyati bilamizki, bu aslida bunday ro'y bermaydi.
06:45
So let me introduce
this concept of currency
this concept of currency
128
393880
3376
Kelinglar, muomala tamoyilini tushintirib
06:49
and talk to you about how it impacts
your ability to get a sponsor.
your ability to get a sponsor.
129
397280
4976
homiyingizni topish qobiliyatingizga qanday ta'sir etishi haqida gapirsam.
06:54
There are two types of currency
in any environment:
in any environment:
130
402280
4456
Istagan holatda ikki xil masala vujudga keladi:
06:58
performance currency
and relationship currency.
and relationship currency.
131
406760
3656
bu ijro masalasi va munosabatlar masalasi.
07:02
And performance currency
is the currency that is generated
is the currency that is generated
132
410440
3616
Ijro masalasi shunday holat bo'lib, unda
07:06
by your delivering that
which was asked of you
which was asked of you
133
414080
3656
sizdan so'ralgan narsa
07:09
and a little bit extra.
134
417760
1936
hamda bir oz undan ortiqrog'i boladi.
07:11
Every time you deliver upon an assignment
above people's expectations,
above people's expectations,
135
419720
4656
Har safar vazifani odamlar kutganidan ko'prog'ini
07:16
you generate performance currency.
136
424400
2096
uddalasangiz ijro holatini yuzaga keltirasiz.
07:18
It works exactly like the stock market.
137
426520
2856
Bu xuddi birjadagi singari ro'y beradi.
07:21
Any time a company says to the street
138
429400
2176
Qachondir bir kompaniya jamoatchilikka
07:23
that they will deliver 25 cents a share
139
431600
2176
ulushning 25 sentini to'layman desa,
07:25
and that company delivers
40 cents a share,
40 cents a share,
140
433800
2256
ular ulushning 40 sentini to'laydilar, birjadagi
07:28
that stock goes up, and so will yours.
141
436080
2440
aksiyalar o'sar ekan, sizniki ham oshadi.
07:31
Performance currency
is valuable for three reasons.
is valuable for three reasons.
142
439080
2976
Ijro masalasi uch sababdan salmoqli.
07:34
Number one, it will get you noticed.
143
442080
3376
Birinchidan, u sizni nazarga tushirtiradi.
07:37
It will create a reputation for you.
144
445480
2456
U sizga nufuz keltiradi.
07:39
Number two, it will also
get you paid and promoted
get you paid and promoted
145
447960
4136
Ikkinchidan, u sizga daromad va lavozimni
07:44
very early on in your career
146
452120
2416
kasbiy tajribangizda barvaqt olib keladi.
07:46
and very early on in any environment.
147
454560
3016
Va istagan muhitda ham juda erta sodir bo'ladi.
07:49
And number three,
it may attract a sponsor.
it may attract a sponsor.
148
457600
2976
3-dan esa, bu homiyni jalb etishi mumkin.
07:52
Why? Because strong performance currency
149
460600
2976
Nega? Chunki, kuchli ijro
07:55
raises your level of visibility
in the environment, as I said earlier,
in the environment, as I said earlier,
150
463600
4096
jamoadagi obro' darajangizni oshiradi va
07:59
such that a sponsor
may be attracted to you.
may be attracted to you.
151
467720
3496
avval aytganimdek, homiyning o'zi kelishi mumkin.
08:03
Why? Because everybody loves a star.
152
471240
3360
Nega? Chunki, hamma yulduzlarni xush ko'radi.
08:07
But if you find yourself in a situation
153
475360
4096
Mabodo bir vaziyatda
08:11
where you don't have a sponsor,
154
479480
2216
homiyni topa olmasangiz,
08:13
here's the good news.
155
481720
1496
quyidagicha xushxabar bor.
08:15
Remember that you can exercise
your power and ask for one.
your power and ask for one.
156
483240
3880
Yodingizda bo'lsin, vakolatingizdan foydalanib, homiy so'rashingiz mumkin.
08:20
But here's where the other currency
is now most important.
is now most important.
157
488280
5016
Mana endi, boshqa eng muhim fazilat haqida.
08:25
That is the relationship currency,
158
493320
2656
Bu munosabatlar masalasidir.
08:28
and relationship currency
is the currency that is generated
is the currency that is generated
159
496000
3736
Munosabatlar jihati tevarak-atrofingizdagi
08:31
by the investments that you make
in the people in your environment,
in the people in your environment,
160
499760
5176
kishilarga sarmoya kiritish orqali erishiladi,
08:36
the investments that you make
in the people in your environment.
in the people in your environment.
161
504960
4496
atrofingizdagi kishilarga ko'maklashish orqali erishiladi.
08:41
You cannot ask someone
to use their hard-earned
to use their hard-earned
162
509480
3936
Siz mutlaqo tanimagan odamingizdan
08:45
personal influential
currency on your behalf
currency on your behalf
163
513440
3056
misqollab orttirilgan shaxsiy obro'larini sizning
08:48
if you've never had
any interaction with them.
any interaction with them.
164
516520
2696
nomingizdan foydalanishni so'ray olmaysiz.
08:51
It is not going to happen.
165
519240
1799
Bu bunday kechmaydi.
08:53
So it is important that you invest
the time to connect, to engage
the time to connect, to engage
166
521559
5457
Shuning uchun muhimi atrofingizdagi odamlar bilan
08:59
and to get to know the people
that are in your environment,
that are in your environment,
167
527040
3056
bog'lanish, muloqot qilish va tanishishga vaqt sarflash,
09:02
and more importantly to give them
the opportunity to know you.
the opportunity to know you.
168
530120
4656
va eng muhimi ularga sizni bilish imkonini taqdim eitshingiz kerak.
09:06
Because once they know you,
169
534800
2016
Chunki ular sizni bilishsa,
09:08
there's a higher probability
that when you approach them
that when you approach them
170
536840
3416
katta ehtimol bilan murojaat qilganingizda
09:12
to ask them to be your sponsor,
171
540280
2336
homiyim bo'ling deb,
09:14
they will in fact answer
in the affirmative.
in the affirmative.
172
542640
3736
javoblari albatta ijobiy bo'ladi.
09:18
Now, if you're with me and you agree
that you have to have a sponsor,
that you have to have a sponsor,
173
546400
3856
Endi homiyga ega bo'lish kerak degan fikrimga qo'shilsangiz,
09:22
let's talk about how
you identify a sponsor.
you identify a sponsor.
174
550280
3920
homiyni qanday aniqlash haqida suhbatlashsak.
09:27
Well, if you're looking for a sponsor,
175
555040
1936
Agar homiyni axtarayotgan bo'lsangiz,
09:29
they need to have
three primary characteristics.
three primary characteristics.
176
557000
3136
ular 3 ta asosiy fazilatga ega bo'lishlari kerak.
09:32
Number one, they need to have
a seat at the decision-making table,
a seat at the decision-making table,
177
560160
5256
1-dan ular qaror qabul qiluvchi davrada kursiga ega bo'lishlari,
09:37
they need to have exposure to your work
178
565440
3056
ish faoliyatingizdan xabardor bo'lishlari,
09:40
in order to have credibility
behind closed doors,
behind closed doors,
179
568520
3616
zero yopiq eshiklar ortidan kuzata olsin,
09:44
and they need to have some juice,
180
572160
1696
ularda muayyan salohiyat bo'lishi kerak,
09:45
or let me say it differently,
they'd better have some power.
they'd better have some power.
181
573880
2856
boshqacha aytganda kuch bo'lishi kerak.
09:48
It's really important
that they have those three things.
that they have those three things.
182
576760
3456
Ularda o'sha uch narsa bo'lishi juda muhim.
09:52
And then once you have
identified the person,
identified the person,
183
580240
2736
Tegishli shaxsni aniqlab olganingizdan so'ng
09:55
how do you ask for one?
184
583000
2056
buni qanday qilib so'raysiz?
09:57
The script goes like this.
185
585080
1656
Ssenariy quyidagi tartibda bo'ladi:
09:58
"Jim, I'm really interested
in getting promoted this year.
in getting promoted this year.
186
586760
4856
"Jim, shu yili lavozim pillapoyalaridan ko'tarilishdan nihoyatda manfaatdorman
10:03
I've had an amazing year
187
591640
2536
O'tgan yil men uchun samarali bo'ldi
10:06
and I cannot show this organization
anything else to prove my worthiness
anything else to prove my worthiness
188
594200
5536
va ushbu tashkilotga o'z loyiqligim yoki tayyorligimni
10:11
or my readiness for this promotion,
189
599760
2216
isbotlash uchun hech narsani ko'rsata olmayman
10:14
but I am aware that somebody
has to be behind closed doors
has to be behind closed doors
190
602000
4216
lekin kimdir yopiq eshiklar ortida hozir bo'lib
10:18
arguing on my behalf
and pounding the table.
and pounding the table.
191
606240
3016
nomimdan davrada fikr yuritishidan voqifman.
10:21
You know me, you know my work
and you are aware of the client feedback,
and you are aware of the client feedback,
192
609280
3936
Siz meni taniysiz, ishlarimdan xabardorsiz va xaridorlarning taklif-mulohazalaridan voqifsiz,
10:25
and I hope that you will feel comfortable
arguing on my behalf."
arguing on my behalf."
193
613240
4096
va umid qilamanki, mening nomimdan bahs yuritish sizga malol kelmaydi".
10:29
If Jim knows you
194
617360
1616
Mabodo Jim sizni bilsa
10:31
and you have any kind of a relationship,
195
619000
2496
va muayyan munosabatlarga ega bo'lsangiz
10:33
there's a very high probability
that he will answer yes,
that he will answer yes,
196
621520
3416
uning rozilik berish ehtimoli ancha yuqori bo'ladi.
10:36
and if he says yes,
197
624960
1336
Agar u inson xo'p desa,
10:38
he will endeavor to get it done for you.
198
626320
2376
u en uchun ham harakat qilib ko'radi.
10:40
But there's also a shot
that Jim might say no,
that Jim might say no,
199
628720
3016
Lekin, Jimning yo'q deyish ehtimoli bor
10:43
and if he says no, in my opinion,
200
631760
1896
va agar u yo'q desa, mening fikrimcha,
10:45
there's only three reasons
that he would tell you no.
that he would tell you no.
201
633680
2736
u sizga yo'q deyishiga uch sabab bor.
10:48
The first is he doesn't think
that he has enough exposure to your work
that he has enough exposure to your work
202
636440
4576
1-dan, u faoliyatingizdan yetarli voqifman, deb hisoblamaydi.
10:53
to have real credibility
behind closed doors
behind closed doors
203
641040
3096
Yopiq eshiklar ortidan haqiqiy vakolatga ega bo'lish
10:56
to be impactful and effective
on your behalf.
on your behalf.
204
644160
3616
nomingizdan ta'sirli va samarali bo'lish uchun yetarli deb hisoblamaydi.
10:59
The second reason he may tell you no
205
647800
1976
Uning rozi bo'lmasligiga ikkinchi sabab,
11:01
is that you think
he has the juice to get it done,
he has the juice to get it done,
206
649800
3376
sizning u bunga qodir degan fikringizdir,
11:05
but he knows that he does not
have the power to do it
have the power to do it
207
653200
3216
ammo u bunga qurbi yetmasligini biladi
11:08
and he is not going to admit that
in that conversation with you.
in that conversation with you.
208
656440
3256
va buni u siz bilan suhbatda tan olmaydi.
11:11
(Laughter)
209
659720
1136
(Kulgu)
11:12
And the third reason
that he would tell you no,
that he would tell you no,
210
660880
2656
Va sizga monelik qiladigan 3-bahona -
11:15
he doesn't like you.
211
663560
1216
u sizni yoqtirmaydi.
11:16
He doesn't like you.
212
664800
1216
Siz unga yoqmaysiz.
11:18
(Laughter)
213
666040
1136
(Kulgu)
11:19
And that's something that could happen.
214
667200
2296
Va bu sodir bo'lishi mumkin.
11:21
But even that will be
valuable information for you
valuable information for you
215
669520
4296
Lekin hatto bu siz uchun muhim ma'lumot bo'lib,
11:25
that will help to inform
your next conversation with a sponsor
your next conversation with a sponsor
216
673840
4056
homiy bilan navbatdagi suhbatga tayyorlanishda
11:29
that might make it
a little bit more impactful.
a little bit more impactful.
217
677920
3440
oz bo'lsada salmoqliroq xizmat qiladi.
11:34
I cannot tell you how important
it is to have a sponsor.
it is to have a sponsor.
218
682160
3496
Homiyga ega bo'lishning ahamiyatini ta'riflarshga til ojiz.
11:37
It is the critical relationship
in your career.
in your career.
219
685680
4296
Bu sizning kasbiy o'sishingizdagi muhim munosabatdir.
11:42
A mentor, frankly, is a nice to have,
220
690000
2856
Murabbiyga ega bo'lish ochig'i zo'r ish,
11:44
but you can survive a long time
in your career without a mentor,
in your career without a mentor,
221
692880
4016
lekin murabbiysiz ishingizda uzoq yashab ketishingiz mumkin,
11:48
but you are not going to ascend
in any organization without a sponsor.
in any organization without a sponsor.
222
696920
5576
ammo hech qaysi tashkilotda homiysiz ko'tarila olmaysiz.
11:54
It is so critical that you
should ask yourself regularly,
should ask yourself regularly,
223
702520
4376
Shuning uchun muntazam ravishda o'zingizdan,
11:58
"Who's carrying my paper into the room?
224
706920
2616
"Hujjatlarimni tegishli xonaga kim olib kiryapti?
12:01
Who is carrying my paper into the room?"
225
709560
2376
Mening hujjatlarimni xonaga kim olib kirmoqda?",
12:03
And if you can't answer
who is carrying your paper into the room,
who is carrying your paper into the room,
226
711960
3736
deb so'rashingiz lozim. Agar bunga javobingiz
12:07
then I will tell you to divert
some of your hardworking energies
some of your hardworking energies
227
715720
3496
bo'lmasa aytgan bo'lardimki sa'y-harakatingizni
12:11
into investing in a sponsor relationship,
228
719240
3256
homiy aloqalariga sarflashga yo'naltiring,
12:14
because it will be critical
to your success.
to your success.
229
722520
3176
chunki bu muvaffaqiyatingiz kalitidir.
12:17
And as I close, let me give a word
230
725720
2816
Fikrimni yakunlar ekanman, so'zlarimni shu yerda
12:20
to the would-be sponsors
that are in the room.
that are in the room.
231
728560
2160
jam bo'lgan bo'lg'usi homiylarga yo'naltirishga ijozat bersangiz.
12:23
If you have been invited into the room,
232
731680
3056
Bordiki sizlar mo'tabar dargohga taklif etilgan bo'lsangiz
12:26
know that you have a seat at that table,
233
734760
3256
bilingizkim, o'sha kursida joyingiz bo'ladi,
12:30
and if you have a seat at the table,
234
738040
2456
va agar kursi egasi bo'lganingizdan so'ng
12:32
you have a responsibility to speak.
235
740520
2656
sizda fikr bildirish mas'uliyati bo'ladi.
12:35
Don't waste your power worrying
about what people are going to say
about what people are going to say
236
743200
4976
Odamlarning gap-so'ziga parvo qilib kuchingizni zoye ketgazmang,
12:40
and whether or not they think
you might be supporting someone
you might be supporting someone
237
748200
3096
shuningdek, ularning fikridan qat'iy nazar madad
12:43
just because they look like you.
238
751320
2416
berayotgan kimsa o'zingiz singari bo'lsa-da.
12:45
If somebody is worthy of your currency,
239
753760
3200
Agar shijoatingizga munosib bo'lsa,
12:49
spend it.
240
757880
1736
uni sarflang.
12:51
One thing I have learned
after several decades on Wall Street
after several decades on Wall Street
241
759640
3056
Uoll-stritdagi bir necha o'n yillik ishimdan olgan sabog'im,
12:54
is the way to grow your power
is to give it away,
is to give it away,
242
762720
3416
o'z qudratingizni oshirish yo'li - uni boshqalarga berish ekan,
12:58
and your voice is at the heart.
243
766160
2216
va yuragingizdagi sizning ovozingizdir.
13:00
(Applause)
244
768400
4960
(Qarsaklar)
13:06
And your voice
is at the heart of your power.
is at the heart of your power.
245
774360
4800
Ovozingiz esa qudratingizning yuragidadir.
13:11
Use it.
246
779960
1216
Undan foydalaning.
13:13
Thank you very much.
247
781200
1216
Katta rahmat.
13:14
(Applause)
248
782440
6160
(Qarsaklar)
ABOUT THE SPEAKER
Carla Harris - Business executive, authorAt Morgan Stanley, Carla Harris is responsible for improving the access to capital for female and multicultural founders, as well as increasing client connectivity to enhance revenue generation.
Why you should listen
In her 30-year career, Carla Harris has had extensive industry experiences in the technology, media, retail, telecommunications, transportation, industrial and healthcare sectors. In August 2013, she was appointed by President Barack Obama to chair the National Women's Business Council. Harris was named to Fortune Magazine's list of "The 50 Most Powerful Black Executives in Corporate America," US Banker's "Top 25 Most Powerful Women in Finance" (2009, 2010, 2011), Black Enterprise's "Top 75 Most Powerful Women in Business" (2017) and "Top 75 African Americans on Wall Street," Essence Magazine's list of "The 50 Women Who Are Shaping the World" and Ebony's list of the "Power 100" and "15 Corporate Women at the Top." She is the past chair of the board of the Morgan Stanley Foundation and of The Executive Leadership Council, and she is a member of the board of overseers of Harvard University and the board of directors of the Walmart Corporation. She's the author of the books Strategize to Win and Expect to Win.
In her other life, Harris is a singer and has released three gospel CDs, including Unceasing Praise, Joy Is Waiting, and Carla's First Christmas, which was featured on the CBS Evening News with Dan Rather. She has performed five sold-out concerts at Carnegie Hall.
Carla Harris | Speaker | TED.com