"I'm a manager in a mid-sized support organization, and I'm sure
there will be layoffs this year. How do I make sure I survive?"
—Desperado from Dallas
It's hard to generalize, but the people who seem most valuable
during a cutback tend to fall into two categories—those who
are really aggressive at cutting costs, and those who are
entrepreneurs. The people who get cut first are those who defend
their budgets and talk in vague terms about the value of everything
they do, without offering much tangible evidence.
In support organizations, the entrepreneurial types are often
pretty scarce, so smart companies are likely to be especially
protective of anyone who is involved in growing the business,
finding new innovative services, working with key accounts, and
being "the voice of the customer." If you're leading the charge
toward more support and services revenue, your company would have
to be pretty dumb to cut you loose.
—Fairly Confident in Conway
[If you have any other advice on this question, please send an
email to membership director Jane Farber at email@example.com,
and we'll post your feedback.]