𝗪𝗶𝘀𝘀𝗲𝗻 means knowing 𝗪𝗔𝗦 to do, 𝗘𝗿𝗳𝗮𝗵𝗿𝘂𝗻𝗴 means knowing the 𝗪𝗜𝗘.
Just because you’ve read a recipe in a Michelin-starred chef’s cookbook doesn’t mean you’re capable of preparing a Michelin-level dish. Knowing the recipe (i.e., the “what”) isn’t much use if you don’t know the “how.”
So what is the chef’s true skill? What is the key to success? It’s not the professional kitchen. It’s not the ingredients (fish, meat, or vegetables). It’s the experience of knowing how to handle the ingredients, which spices and utensils to use, how to use them, and in what order, and at what temperature to heat, fry, boil, or cook the ingredients. A Michelin-starred chef could prepare a delicious meal even on a camping stove.
It’s no different in other professions. To be truly good at something, experience is what matters most. It’s the “how” that makes the difference.
A good lawyer isn’t a good lawyer simply because they passed the bar exam with top marks, but because they’ve handled many cases and gained experience. How do I approach a hearing? How do I convince the judge? How do I negotiate with the opposing side?
For a project manager, the nature of the project is irrelevant. They know the methodological approach and how to deal with the stakeholders. This enables them to successfully manage any project.
For an accountant, too, the type of company and industry don’t matter. For an advertising specialist, it doesn’t matter whether they’re developing an advertising strategy for a shower gel or a bank.
It’s no different in sales. Here, too, product knowledge plays a secondary role—whether you’re selling machinery, animal feed, or raw materials. The key to successfully performing a job is knowing the “how.” It’s generally industry-independent and transferable. That’s the transferable skill you need to demonstrate.
As a career changer, I played a major role in building the Mascus.de marketing portal back in Germany. When I joined the company, I knew neither the products nor the market; I had no network, and I didn’t understand much about the platform economy either! Nevertheless, over the course of 8 years, I managed to generate double-digit growth rates every year. Sometimes the growth rate even started with a “2.” This meant I consistently outperformed the company’s overall growth every year.
When a company is looking for new employees, it’s advisable to broaden your horizons and 𝗮𝘂𝗳 𝗱𝗶𝗲 𝗙ä𝗵𝗶𝗴𝗸𝗲𝗶𝘁𝗲𝗻, 𝗛𝗮𝗹𝘁𝘂𝗻𝗴 𝘂𝗻𝗱 𝗘𝗶𝗻𝘁𝗲𝗹𝗹𝘂𝗻𝗴 𝗲𝗶𝗻𝗲𝘀 𝗕𝗲𝘄𝗲𝗿𝗯𝗲𝗿𝘀 𝘇𝘂 𝗮𝗰𝗵𝘁𝗲𝗻. Look at the person. In person! An AI can’t do that. Pay attention to the candidate’s experience as well as their ability to apply it to the new role.
