Almost every year at this time, I direct my comments to a selected sub-set of our reading audience --- recent college grads.

It’s a small sub-set, to be sure. And that’s unfortunate. And so I’m counting on you “older folks” to see to it that these words find their way through to your favorite nephew, niece, and of course --- offspring.

At age 61, I feel somewhat qualified to give this advice; although I, and like so many guys my age (well, at least the ones that are still breathing) know that with each passing year, I know less and less. It’s looking more and more like Mark Twain was absolutely correct when he said (and here, I’m paraphrasing), “The older I get, the more I realize I don’t know.”

Last Saturday afternoon, at the Palumbo Center on Duquesne’s campus, I watched a few hundred young people “walk” (“walk” being vernacular for “putting oneself in position to physically accept a formal degree from the Dean of the Business School”) away with their own beautifully-packaged diploma in hand (actually, they are given replicas of a diploma).

These young people are full of hope and promise. Hope, because they’re hoping that their professors won’t fail them on their final exams, thus rendering those same diplomas invalid --- and promise, because they all by now have huge promissory notes to repay. Unfortunately, many of these notes are in the six-figure range.

But were they to detour to the back row of the faculty section up there on the dais, they would find a certain professor of Entrepreneurial Studies willing to say the following to them. So, here you are my young and willing acolytes --- Professor Morris’ annual advice to graduates:

• First, just because you now have a degree, don’t assume that you, and automatically, also have Wisdom. Because wisdom is something that no professor in the world can grant, regardless of his or her talent or effort. Wisdom is earned, and it is earned painfully --- via trial and error.

  What students really have in hand as they cross that stage is a piece of paper that more or less should say, “Congratulations, you persevered.” It should also say, “You fulfilled your obligation to show up in class”, and --- “You answered a certain minimum percentage of true/false and multiple choice questions correctly.”

  Unfortunately, that’s about it.




• Next, you should know that grades mean very little to someone who wants to hire you for his or her business. Don’t get me wrong --- given two relatively equal candidates, the one with the higher grades will most certainly have the inside rail.

  But I’ve also come to realize over the years that certain students simply do better on the kinds of tests that we professors prefer giving --- primarily because we know that these kinds of tests are easiest to grade. (Translated --- true/false and multiple choice questions could be graded by my 10 year-old, so long as he can read the answer key.)

  The true measure of learning is evidenced by one’s ability to think. And, try as I may, I still haven’t figured out how to simulate the thinking environment a business person --- and especially a business owner in a fast-paced niche --- must deal with each and every day.




• Just get your nose under the tent. This is perhaps one of the most important pieces of advice I can give you. By “under the tent,” I mean that you must find a way --- any way --- to get from the outside to the inside of your first employer’s firewall. (Don’t lie. Be completely honest. But find a way.)

  Once in, your job is to get as close as possible to what I call, the “heat source.” That is, the owner/entrepreneur or CEO/president.

  Needless to say, this best happens in a smaller company. I prefer smaller companies because the distance from you to the top is short and thus your ability to learn from a very special individual (the founder/owner) is greatly abetted.




• Don’t talk about money!

  I once had a very promising young graduate in my gun sights. I wanted this kid very much. He had drive, initiative, and brains. “He could be a perfect fit in a half-dozen areas of our business,” I fantasized.

  But during the presentation of the offer letter, he decided to challenge a commission plan. (We had basically offered a combination of salary plus commission on one of his first-year tasks --- sales.) My partner and I considered this commission as “icing.” We both thought that the guy’s base salary was more than sufficient for a young person who was literally a handful of days out of school.

  Obviously, he didn’t.

  The ensuing “discussion” about his complaint changed our image of him instantly and (potentially) irrevocably.

  The good news is that, and in time, his exemplary output and attitude resulted in our pretty much forgetting that “negotiation” altogether. But he unnecessarily took things to the very brink. Very risky behavior.




• Which leads me to my next point. Most business owners and executives consider most college grads nothing more than overhead (the exception being engineers and others with specific technical skills and capabilities).

  We see them as “mistakes waiting to happen.” And that’s generally what does happen --- they make killer mistakes.

  The young graduate’s job is to pre-empt this thought process. This can be done. Simply express to the executive the fact that you realize how little you know and that you will be extra cautious in terms of putting the company and its reputation at risk. Believe it or not, mere recognition of this problem goes a long way towards ameliorating this problem.




• Want to be tough? Get heat-treated.

  Years ago when I worked in the steel mill, we made really tough steel by throwing it back into the oven. In effect, we cooked it twice. Sometimes thrice.

  You can do the same in your new company. Take on the tough jobs. Ask for them. Especially the dirty back-water stuff. The stuff no one else wants to do.

  Tell those whom you’re interviewing stories of how you have already been “in the oven.” Maybe it’s something as simple as not making the cheerleading squad. But tell your employer how instead of pouting about your loss, you instead got angry, got better, and then got back on the team. Believe it or not, we employers want to hear these stories.




• Clean off your Facebook!

  I can’t believe that I even have to say this, but college is over. And so are the days of painting your kneecaps with human faces so that your date can offer them a drink of beer. This is very funny in college. But this scares the hell out of potential employers.

  And they look. Believe me, they do.




• Learn how to communicate.

  What an advantage this can be. I don’t care if it takes you a month but write something. Sit down and write something original and creative. Check it ten times for errors and grammar. Then, hand it to your prospective employer.

  But go beyond this. Start writing something, anything each and every week. Write as if you are a columnist for the New York Times. Then, show these columns to your friends and ask them to critique them. Your good friends will.

  And in time, you’ll become a very good writer. And that is a skill that will serve you for the rest of your career.




• Learn how to communicate – Part II

  Ever hear of Dale Carnegie? I was afraid that might be your answer.

  Dale Carnegie is the best outfit in the world when it comes to teaching people how to speak in front of groups. So use them.

  Toastmasters is another, similar service. Use them, too.




• Find a mentor!

  In every company there is someone willing to help young people who simply ask for that help.

  Now these potential mentors don’t run around wearing t-shirts that say, “I’m old, I’m wise, and I want to help you.” It’s not that simple.

  But these folks are out there. And, they will help you both professionally and in getting to understand your new employer (very important, BTW).

  Believe it or not, they don’t want anything in return.

  In truth, they probably want to help you because someone, somewhere along the way probably helped them. So, they’re now just repaying those favors. They recognize the fact that it’s “time to give back”.

  Take advantage of such largesse.

There are many, many more things that I could tell you, but I know that I’ll start to wear thin (assuming I haven’t already). So, I’ll instead just give you my closer --- ATTITUDE!

Here at Pittsburgh Business Radio, we have an aphorism that goes like this: “Hire attitude, teach skills.” This is not new --- this has been part of my own personal hiring philosophy for almost 30 years.

I have learned that attitude trumps all. Those with good and positive attitudes almost always prevail. Those that see the world through dark glasses or empty glasses generally end up cursing that darkness and emptiness.

Surround yourself with optimistic and positive people. Avoid those who find fault everywhere and with everyone.

Oh, and do me just one last favor --- keep a copy of this column somewhat handy over the next few years. Every now and again, pull it out and read it. See if it still makes sense.

I’ll bet it will.