CAREER ADVISOR

Q1: How can I become a qualified business analyst?
How can I improve my career as a business analyst; and where can I find the necessary training. By business analyst I mean more specifically in the telecom industry's business (not as an IT analyst).

A. G. (Egypt)

Replying:

Dear Mr. G.

The term: Business Analyst is a very flexible one… it is sometimes used as a job title and in many instances it is a function (business analysis) performed by someone with a different job title and often with additional responsibilities. Most owners / general managers of small to medium sized companies regularly wear the hat of a business analyst.

So what does a Business Analyst do? While the function could have a very broad or a very narrow / focused scope, the following is a general definition, derived from the words used:

Analyst: someone analyzing a situation, from gathering background information, understanding the factors influencing it, developing various scenarios, conducting SWOT (strengths, weaknesses, opportunities and threats) assessments to presenting recommendations and proposing actions.

Business: a set of activities aiming at delivering a product(s) or service(s) in return for potential profits. Such activities encompass all aspects of the business cycle: marketing (what to offer, competition, the terms/pricing, distribution channels, packaging, promotional messages etc…), the acquisition (procurement / supply), production / operations, sales, financing, customer service, resources required (human, fixed assets etc.).

As per the above, the Business Analyst in broad terms is involved in assessing new ventures, projects, and products/services; in addition to monitoring them to identify how to improve them, alter them or stop them (if necessary). Applying this to the telecom industry is no different. The industry encompasses telecom equipment providers, telecom carriers (GSM or fixed lines), internet providers and associated services. An analyst in this industry should be familiar with how it is developing: key players, how technology is affecting it (without being a technical expert), pricing / business models, regulatory environment affecting it, user trends, future direction etc…

The items we mentioned state the knowledge specific issues the Business Analyst needs to be thoroughly familiar with. The analyst however also needs to have a set of general skills: ability to research / locate information; good writing / presentation skills, some financial modeling techniques; in addition to a sound logic and being able to easily communicate with others.

How can one acquire / develop such a skill set? It is not only classroom training; the following helps:

• Regularly following all relevant news - offered by the media - related to the industry and its environment both on the local level and globally. This is available in newspapers, magazines and via the internet (where there are numerous useful sources of information, most are free: CNN, BBC, Financial Times ft.com, Wall Street Journal, The Economist, Fortune, InformationWeek, Zawya.com, IDG.net, Telecombiz.com; Telecom Daily http://www.faulkner.com/telecom/ ; http://www.telecomdirect.pwcglobal.com ; Telecoms.com)
• Regularly reading stockbroker's research on various telecom companies or the industry as a whole. Such research does not only cover the stock performance, but it provides useful insight on how the industry/sector is developing, the forces shaping it, the revenue models and the key strategies of the main players. It also tells you how investors judge telecom companies and value it.
• Get familiar with the various associations in the field and their events, white papers, presentations, newsletters etc… (e.g. The US Telecom Industry Association tiaonline.org; the UK Telecom Industry Association tia.org.uk)
• If your background is more technical, you may want to enroll in a course on feasibility studies, company valuation or investment appraisal. These should give you some useful financial / business assessment tools.
• Obviously attending relevant conferences and seminars is useful, however these are mainly held outside your home country, thus the cost and time associated with attending such events may not be feasible for you.

In summary, it is the body of knowledge you accumulate (and retain) over time and staying constantly aware of new developments; in addition to your logic and sound analytical skills that would put you on the right track to becoming a good business analyst. All that's left to actually being a competent one is hands on experience; it is not a theoretical exercise, over time and practice business analysts sharpen their skills.

We hope the above was of some use to you.
Good Luck.

Q2: Advise me on becoming a training manager next year?
I graduated from the Faculty of Commerce, Menoufia University with a degree in Business Administration (June 1992) with a mention of "Good". After graduation I have attended numerous courses, such as: Microsoft Office XP, Access Programming; Technical Computer Skills; Oracle 8 SQL, PL/SQL; MS Project; Easy Office; Communication Skills; Conflict Management; Train The Trainer; Customer Satisfaction; Business Planning etc…

I am currently working as training specialist in a company that offers training services in addition to IT testing, software solutions, multimedia and web development. My job entails that I perform the following: Follow up schedules, time sheets and weekly report. Working with the individual trainees (Telemarketing & telesales); preparing training web site contents; help in market research; work on pricing and discount system; follow- up training plans with Training Manager; identify companies responsible for Training in different areas (i.e. Time Management, Presentation Skills. Etc.); organizing all the courses out line for all Microsoft and Oracle Tracks; follow-up with the Accounting Department for the trainee's monthly payment etc.

I need to improve my skills. I plan to be a training manger by the end of this year; can you help me or give me the way to do that?

H. (Egypt)

Replying:

Dear Miss H.

It is good to have an objective and know what you want. A training manager could stand for a number of roles; let us first identify them:

Training: reflects one of two things (or both); it could be the Training content part or the Training administration side. Training content has to do with curriculum development (or acquisition) reflecting the market needs, identifying and assessing trainers and evaluating the quality of training delivery. Training administration has more to do with the scheduling, promotion and pricing of training courses in addition to ensuring the proper registration process and availing the required premises and equipment/tools.

Manager or Management, on the other hand reflects being in charge, setting objectives and getting them done through others. This requires supervision, organization, coaching and control.

Therefore being a Training Manager with emphasis on the content side, is like being the Lead or Senior training professional in a company or institute in charge of the defining the courses, their contents, selecting and evaluating the trainers and verifying the quality of training. The Training Manager with emphasis on the administration has more to do with running a smooth and efficient training delivery operation. Of course both roles could be combined, usually at the senior/general manager level. However the first role, involving content requires the person to be a good trainer him/herself. The person must enjoy teaching and an outstanding communicator with others. Familiarity with the subject matter being delivered is also important.

From your description, you have been exposed to various aspects of training, more however on the training administration/operation side of things. So you are on the right track and it is a field you are familiar with. You and your managers are better able to judge if you are good at what you are doing or not.

As per the above, you are qualified to be a training professional (not necessarily a trainer); being a manager is something else. You do not make yourself a manager, but you earn it, whether in the same place you are in or in another company. The decision maker (who decides to promote you to manager) will have to be satisfied of the following:

• Do you know enough of the business / technical aspects of the work to provide guidance for others (while requiring limited supervision from more senior managers)?
• Are you a reliable, mature and self-motivated professional?
• Can you get along well with others and do you have the ability/potential to lead them (i.e. Get them to do things for you)?
• Are you able to multitask and plan activities?

If answers to the above are "Yes" then you are on your way. Our advice to you is to work on those four fronts. Also acting like a manager makes people more inclined to think of you as one. What does it mean acting like a manager? Dressing the way managers do (sometimes being formal); working hard and not limiting yourself to the official working hours (come early, leave late and show up on week ends if there is work to be done); spend time with others to help them, volunteer to be involved in work activities that are not necessarily your direct responsibility, make smart business suggestions etc.

On a related matter, it does not hurt to get enrolled in courses that make you a certified trainer in a particular field.

We hope the above was of some use.
Good Luck

Q3: I am a civil engineer, stuck in business development roles, what should I do?
I' m in need of your urgent advice. I'm a civil engineer (female) who graduated in 2000. I have been working in the Business Development Department of a well-known engineering firm for a year. My problem is that I haven't learnt anything of benefit to me during that period. I was supposed to be getting a technical job when I joined this firm, and what happened is I was given a completely different one. When I asked for the reason, I was told that this is to be done besides my work, but it wasn't true.

I gave myself one year as a chance to experience work life and evaluate the situation. Now I feel I haven't learned anything in this year; so to make up for this I enrolled in a postgraduate diploma in: Project Management. My aim was to develop my skills and enhance my career prospects.

Four months ago, I started searching for another job and applied for a job in the field of proposals and tenders. Unfortunately, after I passed all the interviews I was assigned a business development role job as well. I was supposed to learn how to develop technical proposals and identify - from different sources - projects suitable to our firms' qualifications. It seemed to be nice, interesting and at the same time technical in a way. I would use my engineering education and that is why I accepted it. After joining, I found out that my boss dislikes doing work and was trying to make me write letters because he doesn't know English or French! I complained; and the result for me was doing some totally different tasks, such as surveys of the market. It is interesting but not to my liking. It does not support my future, am I right?

Besides the atmosphere at work is bad and what ever I do is in the name of the boss. I also find no challenge and no growth potential.

Now I want to quit work but I don't know what's suitable for me now and what exactly I should be searching for. I have lots of questions in mind: Will I still be considered a fresh graduate when I apply to a job? Does one year of professional experience mean ''just working" or should it be in the same field? Do I still have the chance to work in other engineering functions away from business development or not?

R. H. (Cairo)

Replying:

Dear Miss H.

Thank you for your detailed message; you have a clear case of double frustration; the first one is from your job responsibilities (what you are assigned to do) and the second one is from the prevailing environment at your current firm. Let us focus more on the first concern you have; the type of work you are doing.

To start with, an employer has the right to assign tasks and responsibilities to his/her staff according the business needs and the individual's perceived capabilities. This does not mean an employer should mislead a new hire about what he/she is supposed to do. In many cases skill-link.com has witnessed job interviews and offers in which the job seeker did not clearly confirm what he/she is going to be doing; but merely relied on the job title or on some vague statements from the employer conducting the interview. We always advise confirming things in writing, even if you (or any job seeker) confirms his understanding in a letter in which he/she starts by thanking the employer for the job offer and confirming the understanding of the role and associated tasks. This unfortunately is rarely done and if practiced will not offend anyone. Also, it is useful to chat with other people working in the place you are considering joining, this should not offend the employer (if they refuse you should worry); it allows you to get a better understanding of the organization you are stepping into. This is a bit like getting married, before you say "Yes" it is important to know your spouse's family, see their home etc.

Secondly, business development is not a career ending move… the fact that you are more inclined towards more technical work does not mean other roles for an engineer within an engineering firm or a construction company are a waste of time. They are all important and not a waste of an engineering university education. It is just the fact that you seem to be keen on doing technical work. As you advance, you will find out, that the key aspect of a senior manager in an engineering firm is to generate business and get contracts to survive and more importantly grow (in other words: business development). Of course delivering quality work and technically sound designs and solutions are both important, but the name of the game is generating business. If there is not enough business or enough business smart people around, all the rest is useless.

Needless to say, last year (2001) and the current one are very tough economically, a lot of sectors are suffering from the slow economy and we believe the engineering/construction industries are not immune from this down turn.

So, if you are really unhappy with the place and / or what you are currently doing, it may be wise to look for a third job. We usually do not encourage frequent job-hopping, it reflects poorly on the person. However, if you are really miserable, it seems like your only choice. Will you be considered a fresh graduate? Terminology does not matter; also various people use the term in various ways. You are: a civil engineer with a little over one year of work experience; who is familiar with: x, y and z.

Next time you consider a job offer, please remember the few advice we presented earlier in our reply. You may also want to check the following article on skill-link.com:
http://www.skill-link.com/Docs/IZ/newjob.htm 

We hope the above was of some use.
Good Luck.

Note from the editor: 
Employer names and inquiry sender names were withheld for confidentiality

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