TEDWomen 2018
Carla Harris: How to find the person who can help you get ahead at work
Karla Haris (Carla Harris): Kako naći osobu koja će vam pomoći da napredujete u poslu
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Radno mesto je obično predstavljeno kao meritokratija, gde možete uspeti ako ste poslušni i vredno radite. Veteran Vol strita, Karla Haris, naučila je veoma rano u svojoj karijeri da je to mit. U čemu je stvarni ključ uspeha? Nađite sponzora, osobu koja će govoriti vama u prilog na sastancima na najvišem nivou iza zatvorenih vrata, na koji vi niste pozvani (još). Naučite kako da identifikujete i razvijete produktivan sponzorski odnos kroz ovaj iskren i moćan govor.
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
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Bilo je proleće 1988. godine
00:16
when I had the aha moment.
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kada sam doživela „aha” momenat.
00:19
I was at my first roundtable,
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Bila sam za svojim prvim okruglim stolom,
00:22
and for those of you who don't know,
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a za one koji ne znaju,
00:24
the roundtable was a very
commonly used phrase on Wall Street
commonly used phrase on Wall Street
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„okrugli sto” je bila
često korišćena fraza na Vol stritu
često korišćena fraza na Vol stritu
00:28
to describe the year-end
evaluative process
evaluative process
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da bi se opisao proces godišnje evaluacije
00:31
for analysts, associates, vice presidents,
all the way up to managing directors.
all the way up to managing directors.
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za analitičare, saradnike, potpredsednike,
pa sve do izvršnih direktora.
pa sve do izvršnih direktora.
00:35
That was the process where they
were discussed behind closed doors
were discussed behind closed doors
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To je bio proces u kome oni
raspravljaju iza zatvorenih vrata
raspravljaju iza zatvorenih vrata
00:40
around a table, i.e. the round table,
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za tzv. okruglim stolom,
00:43
and everyone was put into a category --
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i svi su stavljani u kategorije -
00:45
the top bucket, the middle bucket,
the lower bucket --
the lower bucket --
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najviši, srednji i niži koš -
00:49
and then that was translated
into a bonus range
into a bonus range
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a onda je to bilo pretočeno
u raspon bonusa
u raspon bonusa
00:52
that would be assigned
to each professional.
to each professional.
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koji bi bio dodeljen svakom zaposlenom.
00:55
This was my first time there,
and as I observed,
and as I observed,
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Bila sam prvi put tamo,
i dok sam posmatrala,
i dok sam posmatrala,
00:58
I saw that there was one person
that was responsible
that was responsible
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videla sam da postoji jedna osoba
odgovorna za beleženje ishoda razgovora.
01:02
for recording the outcome
of a conversation.
of a conversation.
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01:05
There were other people in the room
that had the responsibility
that had the responsibility
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U prostoriji je bilo drugih ljudi
čiji je zadatak bio
čiji je zadatak bio
01:08
of presenting the cases
of all the candidates.
of all the candidates.
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da predstavljaju slučajeve svih kandidata.
01:10
And there were other invited guests
who were supposed to comment
who were supposed to comment
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A bilo je i drugih pozvanih gostiju
od kojih se očekivalo da komentarišu
od kojih se očekivalo da komentarišu
01:14
as a candidate's position was presented.
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kada bi pozicija kandata
bila predstavljena.
bila predstavljena.
01:18
It was interesting to me
that those other people
that those other people
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Meni je bilo interesantno
da su ti drugi ljudi
da su ti drugi ljudi
01:22
were folks who were more senior
than the folks that were being discussed
than the folks that were being discussed
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bili ljudi na višim pozicijama
od onih o kojima se raspravljalo
od onih o kojima se raspravljalo
01:25
and they theoretically had had
some interaction with those candidates.
some interaction with those candidates.
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i oni su, teoretski, nekad imali
kontakt sa tim kandidatima.
kontakt sa tim kandidatima.
01:30
Now, I was really excited to be
at this roundtable for the first time,
at this roundtable for the first time,
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Ja sam bila stvarno uzbuđena
što sam za okruglim stolom po prvi put,
što sam za okruglim stolom po prvi put,
01:34
because I knew that my own process
would go through this same way,
would go through this same way,
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zato što sam znala da će i moj proces
ići istim tim putem,
ići istim tim putem,
01:37
and that my bonus would be
decided in the same way,
decided in the same way,
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i da će o mom bonusu
biti odlučeno na isti način,
biti odlučeno na isti način,
01:40
so I wanted to know how it worked,
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pa sam želela da saznam
kako to funkcioniše,
kako to funkcioniše,
01:42
but more importantly,
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ali još važnije,
01:44
I wanted to understand
how this concept of a meritocracy
how this concept of a meritocracy
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želela sam da razumem
kako taj koncept meritokratije
kako taj koncept meritokratije
01:47
that every company that I talked to
walking out of business school
walking out of business school
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za koji se zalagala svaka kompanija
sa kojom sam pričala
sa kojom sam pričala
po završetku poslovne škole.
01:51
was selling.
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Svaki put kada bih pričala sa kompanijom,
01:52
Every time I talked to a company,
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01:54
they would say, "Our culture,
our process, is a meritocracy.
our process, is a meritocracy.
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oni bi rekli: „Naša kultura,
naš proces, je meritokratija.
naš proces, je meritokratija.
01:58
The way you get ahead in this organization
is that you're smart,
is that you're smart,
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Način na koji se napreduje
u ovoj organizaciji je da si pametan,
u ovoj organizaciji je da si pametan,
02:01
you put your head down
and you work really hard,
and you work really hard,
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prioneš na posao i vredno radiš,
02:03
and you'll go right to the top.
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i stići ćeš do samog vrha.”
02:05
So here was my opportunity to see
exactly how that worked.
exactly how that worked.
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Dakle, ovo je bila moja prilika
da vidim tačno kako je to funkcionisalo.
da vidim tačno kako je to funkcionisalo.
02:08
So as the process began,
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Kako je proces počinjao,
02:10
I heard the recorder
call the first person's name.
call the first person's name.
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čula sam kako beležnik
proziva ime prve osobe.
proziva ime prve osobe.
02:14
"Joe Smith."
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„Džo Smit”.
02:15
The person responsible
for presenting Joe's case did just that.
for presenting Joe's case did just that.
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Osoba zadužena za predstavljanje
Džoovog slučaja je upravo to uradila.
Džoovog slučaja je upravo to uradila.
02:20
Three quarters of the way through,
someone interrupted and said,
someone interrupted and said,
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Na tri četvrtine izlaganja,
neko je prekinuo i rekao:
neko je prekinuo i rekao:
„Ovo je odličan kandidat, sjajan,
02:23
"This is a great candidate, outstanding,
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02:25
has great analytical
and quantitative skills.
and quantitative skills.
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ima odlične analitičke
i kvantitavne veštine.
i kvantitavne veštine.
02:28
This is a superstar."
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Ovo je superzvezda”.
02:30
The recorder then said,
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Beležnik je tada rekao:
02:31
"Sounds like Joe
should go in the top bucket."
should go in the top bucket."
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„Izgleda da Džo
treba da ide u najviši koš.”
treba da ide u najviši koš.”
02:35
Second person, Mary Smith.
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Druga osoba je bila Meri Smit.
02:37
Halfway through that presentation,
someone said, "Solid candidate.
someone said, "Solid candidate.
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Na pola predstavljanja,
neko je rekao: „Solidan kandidat.
neko je rekao: „Solidan kandidat.
02:41
Nothing really special,
but a good pair of hands."
but a good pair of hands."
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Ništa posebno u suštini,
ali dobar radnik”.
ali dobar radnik”.
02:44
The recorder said,
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Onda je beležnik rekao:
02:45
"Sounds like Mary
should go in the middle bucket."
should go in the middle bucket."
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„Izgleda kao da bi Meri
trebalo da ide u srednji koš.”
trebalo da ide u srednji koš.”
02:48
And then someone said, "Arnold Smith."
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A onda je neko rekao „Arnold Smit”.
02:51
Before the person
could present Arnold's case,
could present Arnold's case,
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Pre nego što je osoba mogla
da predstavi Arnoldov slučaj,
da predstavi Arnoldov slučaj,
02:54
somebody said, "Disaster. Disaster.
This kid doesn't have a clue.
This kid doesn't have a clue.
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neko je rekao: „Katastrofa. Katastrofa.
Taj dečko nema pojma.
Taj dečko nema pojma.
02:58
Can't do a model."
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Ne može da uradi model.”
02:59
And before the case was presented,
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I pre nego što je slučaj predstavljen,
03:02
the recorder said,
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beležnik je rekao:
03:03
"Sounds like Arnold
should go in the bottom bucket."
should go in the bottom bucket."
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„Izgleda da Arnold
treba ostati u donjem košu.”
treba ostati u donjem košu.”
03:06
It was at that moment
that I clutched my pearls --
that I clutched my pearls --
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U tom momentu sam ustreptala -
03:10
(Laughter)
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(Smeh)
03:13
and said, "Who is going to speak for me?"
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i rekoh: „Ko će govoriti za mene?”
03:18
Who is going to speak for me?
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Ko će govoriti za mene?
03:20
It was that moment that I realized
that this idea of a meritocracy
that this idea of a meritocracy
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To je bio momenat kada sam shvatila
da je ova ideja o meritokratiji
da je ova ideja o meritokratiji
03:24
that every organizations sells
is really just a myth.
is really just a myth.
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za koju se svaka organizacija zalaže
u stvarnosti samo mit.
u stvarnosti samo mit.
03:29
You cannot have a 100 percent
meritocratic environment
meritocratic environment
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Ne možete imati stoprocentno
meritokratsko okruženje
meritokratsko okruženje
03:34
when there is a human element
involved in the evaluative equation,
involved in the evaluative equation,
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kada je ljudski faktor
uključen u proces ocenjivanja,
uključen u proces ocenjivanja,
03:38
because by definition,
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zato što, po definiciji,
03:40
that makes it subjective.
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to ga čini subjektivnim.
03:43
I knew at that moment that somebody
would have to be behind closed doors
would have to be behind closed doors
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Znala sam u tom momentu da bi trebalo
da neko bude iza zatvorenih vrata
da neko bude iza zatvorenih vrata
03:48
arguing on my behalf,
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ko bi govorio u moje ime
03:51
presenting content in such a way
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i predstavio sadržaj na takav način
03:54
that other decision makers
around that table
around that table
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da bi drugi ljudi
koji odlučuju za tim stolom
koji odlučuju za tim stolom
03:57
would answer in my best favor.
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dali odgovor koji ide meni u prilog.
04:01
That was a really interesting lesson,
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To je bila stvarno interesantna lekcija,
04:03
and then I said to myself,
"Well, who is that person?
"Well, who is that person?
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i tada sam rekla sebi:
„Pa, ko je ta osoba?
„Pa, ko je ta osoba?
04:07
What do you call this person?"
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Kako zovemo tu osobu?”
04:09
And as I thought about
the popular business terms at the time,
the popular business terms at the time,
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I kako sam tada mislila
o popularnim poslovnim rečima,
o popularnim poslovnim rečima,
04:12
I said, wow, this person
can't be a mentor,
can't be a mentor,
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zaključih da ta osoba ne može biti mentor,
04:16
because a mentor's job
is to give you tailored advice,
is to give you tailored advice,
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zato što je mentorski posao
davanje saveta skrojenih za datu osobu,
davanje saveta skrojenih za datu osobu,
04:20
tailored specifically to you
and to your career aspirations.
and to your career aspirations.
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namenjenih specijalno za vas
i za vaše napredovanje u karijeri.
i za vaše napredovanje u karijeri.
04:24
They're the ones who give you
the good, the bad and the ugly
the good, the bad and the ugly
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Oni su ti koji ti daju dobro, loše i zlo
04:28
in a no-holds-barred way.
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bez zadrške.
04:30
OK. Person can't be
a champion or an advocate,
a champion or an advocate,
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Dobro. Osoba ne može biti
pobornik ili zaštitnik,
pobornik ili zaštitnik,
04:35
because you don't necessarily
have to spend any currency
have to spend any currency
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zato što nije nužno
da uložite neku vrednost
da uložite neku vrednost
04:38
to be someone's champion.
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da biste bili nečiji pobornik.
04:40
You don't necessarily
get invited to the room
get invited to the room
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Ne morate nužno ni da budete
pozvani u sobu
pozvani u sobu
04:42
behind closed doors if you're an advocate.
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iza zatvorenih vrata, ako ste zaštitnik.
04:46
It was almost two years later
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Skoro dve godine kasnije
04:48
when I realized what
this person should be called.
this person should be called.
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sam shvatila kako ta osoba
treba da bude nazvana.
treba da bude nazvana.
04:51
I was speaking
at the University of Michigan
at the University of Michigan
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Pričala sam na Univerzitetu u Mičigenu
04:54
to the MBA candidates,
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kandidatima za studije MBA
04:56
talking about the lessons
that I had learned
that I had learned
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o lekcijama koje sam naučila
nakon tri kratke godine na Vol stritu,
04:58
after my three short years on Wall Street,
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05:00
and then it came to me.
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i onda mi je sinulo.
05:02
I said, "Oh, this person
that is carrying your interest,
that is carrying your interest,
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Rekoh: „Ta osoba koja prenosi vaš interes,
05:05
or as I like to say,
carrying your paper into the room,
carrying your paper into the room,
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ili, kao što ja volim da kažem,
unosi vaše papire u sobu,
unosi vaše papire u sobu,
05:09
this person who is spending
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ta osoba koja troši
05:10
their valuable political
and social capital on you,
and social capital on you,
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svoj vredan politički
i socijalni kapital na vas,
i socijalni kapital na vas,
05:14
this person who is going
to pound the table on your behalf,
to pound the table on your behalf,
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ta osoba koja će vas
ispromovisati za stolom,
ispromovisati za stolom,
05:18
this is a sponsor.
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to je sponzor.
05:21
This is a sponsor."
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To je sponzor.”
05:24
And then I said to myself,
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I tada rekoh sebi:
05:26
"Well, how do you get a sponsor?
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„Pa, kako ćeš naći sponzora?
05:29
And frankly, why do you need one?"
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Iskreno, zašto ti i treba?”
05:32
Well, you need a sponsor, frankly,
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Iskreno, sponzor vam treba,
05:33
because as you can see,
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zato što, kao što vidite,
05:35
there's not one evaluative process
that I can think of,
that I can think of,
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ne mogu da se setim
nijednog procesa ocenjivanja,
nijednog procesa ocenjivanja,
05:38
whether it's in academia,
health care, financial services,
health care, financial services,
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bilo da je reč o akademskom svetu,
zdravstvenoj zaštiti, finansijama,
zdravstvenoj zaštiti, finansijama,
05:42
not one that does not have
a human element.
a human element.
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da je bio bez ljudskog faktora.
05:46
So that means it has
that measure of subjectivity.
that measure of subjectivity.
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To znači da postoji doza subjektivnosti.
05:49
There is a measure of subjectivity
in who is presenting your case.
in who is presenting your case.
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Postoji doza subjektivnosti
u onome ko predstavlja vaš slučaj.
u onome ko predstavlja vaš slučaj.
05:54
There is a measure of subjectivity
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Postoji doza subjektivnosti
05:56
in what they say
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u onome što će oni reći
05:58
and how they interpret
any objective data that you might have.
any objective data that you might have.
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i kako će oni interpretirati
bilo koji objektivni podatak koji imate.
bilo koji objektivni podatak koji imate.
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
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Postoji doza subjektivnosti u načinu
na koji govore ono što su naumili da kažu
na koji govore ono što su naumili da kažu
06:08
to influence the outcome.
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da bi uticali na ishod.
06:10
So therefore, you need to make sure
that that person who is speaking,
that that person who is speaking,
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Zbog toga, morate da se postarate
da osoba koja će govoriti,
da osoba koja će govoriti,
06:14
that sponsor,
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taj sponzor,
06:16
has your best interests at heart
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svim srcem želi vaš uspeh
06:18
and has the power to get it,
whatever it is for you,
whatever it is for you,
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i ima moć da ga dobije,
šta god da je to za vas,
šta god da je to za vas,
06:22
to get it done behind closed doors.
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da završi to iza zatvorenih vrata.
06:25
Now, I'm asked all the time,
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Stalno me pitaju:
06:27
"How do you get one?"
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„Kako da ga nađem?”
06:30
Well, frankly, nirvana is when
someone sees you in an environment
someone sees you in an environment
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Iskreno, blaženstvo je
kada vas neko spazi u okruženju
kada vas neko spazi u okruženju
06:36
and decides, "I'm going
to make it happen for you.
to make it happen for you.
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i odluči: „Ja ću učiniti to za tebe.
06:39
I'm going to make sure
that you are successful."
that you are successful."
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Ja ću se postarati da budeš uspešan.”
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.
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Ali većina nas ovde prisutnih
zna da se to ne dešava u stvarnosti.
zna da se to ne dešava u stvarnosti.
06:45
So let me introduce
this concept of currency
this concept of currency
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Dozvolite mi da vam predstavim
ovaj koncept vrednosti
ovaj koncept vrednosti
06:49
and talk to you about how it impacts
your ability to get a sponsor.
your ability to get a sponsor.
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i da vam kažem kako on utiče
na vašu sposobnost da nađete sponzora.
na vašu sposobnost da nađete sponzora.
06:54
There are two types of currency
in any environment:
in any environment:
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Postoje dva tipa vrednosti
u svakom okruženju:
u svakom okruženju:
06:58
performance currency
and relationship currency.
and relationship currency.
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vrednost izvođenja
i vrednost međuljudskih odnosa.
i vrednost međuljudskih odnosa.
07:02
And performance currency
is the currency that is generated
is the currency that is generated
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Vrednost izvođenja
je vaša vrednost koja se dobija
je vaša vrednost koja se dobija
07:06
by your delivering that
which was asked of you
which was asked of you
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kada izvršavate ono što se od vas traži
07:09
and a little bit extra.
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i dajete još malo više.
07:11
Every time you deliver upon an assignment
above people's expectations,
above people's expectations,
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Svaki put kada izvršite zadatak
iznad očekivanja,
iznad očekivanja,
07:16
you generate performance currency.
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proizvodite svoju izvršnu vrednost.
07:18
It works exactly like the stock market.
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To funkcioniše baš kao berza.
07:21
Any time a company says to the street
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Svaki put kada kompanija kaže
07:23
that they will deliver 25 cents a share
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da će obezbediti 25 centi po akciji,
07:25
and that company delivers
40 cents a share,
40 cents a share,
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a obezbedi 40 centi po akciji,
07:28
that stock goes up, and so will yours.
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akcije odu gore, a tako će i vaše.
07:31
Performance currency
is valuable for three reasons.
is valuable for three reasons.
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Izvršna vrednost je bitna iz tri razloga.
07:34
Number one, it will get you noticed.
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Prvo, primetiće vas.
07:37
It will create a reputation for you.
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Stvoriće vam reputaciju.
07:39
Number two, it will also
get you paid and promoted
get you paid and promoted
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Drugo, obezbediće vam
veću platu i unapređenje
veću platu i unapređenje
07:44
very early on in your career
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veoma rano u vašoj karijeri
07:46
and very early on in any environment.
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i veoma dobar početak
u bilo kom okruženju.
u bilo kom okruženju.
07:49
And number three,
it may attract a sponsor.
it may attract a sponsor.
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I treće, može privući sponzora.
07:52
Why? Because strong performance currency
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Zašto? Zato što jaka izvršilačka vrednost
07:55
raises your level of visibility
in the environment, as I said earlier,
in the environment, as I said earlier,
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podiže vaš nivo vidljivosti
u okruženju, kao što rekoh,
u okruženju, kao što rekoh,
07:59
such that a sponsor
may be attracted to you.
may be attracted to you.
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tako da možete privući sponzora.
08:03
Why? Because everybody loves a star.
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Zašto? Zato što svi vole zvezde.
08:07
But if you find yourself in a situation
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Ali ako se nađete u situaciji
08:11
where you don't have a sponsor,
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da nemate sponzora,
08:13
here's the good news.
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evo dobrih vesti.
08:15
Remember that you can exercise
your power and ask for one.
your power and ask for one.
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Zapamtite da možete
primeniti svoju moć i tražiti ga.
primeniti svoju moć i tražiti ga.
08:20
But here's where the other currency
is now most important.
is now most important.
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Ali upravo ovde je najvažnija
druga vrednost.
druga vrednost.
08:25
That is the relationship currency,
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A to je vrednost međuljudskih odnosa,
08:28
and relationship currency
is the currency that is generated
is the currency that is generated
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a vrednost međuljudskih odnosa
je vrednost koja se proizvodi
je vrednost koja se proizvodi
08:31
by the investments that you make
in the people in your environment,
in the people in your environment,
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kroz vaša ulaganja
u ljude iz svog okruženja,
u ljude iz svog okruženja,
08:36
the investments that you make
in the people in your environment.
in the people in your environment.
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ulaganja u ljude iz svog okruženja.
08:41
You cannot ask someone
to use their hard-earned
to use their hard-earned
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Ne možete tražiti od nekog
da iskoristi svoj teško zarađeni
da iskoristi svoj teško zarađeni
08:45
personal influential
currency on your behalf
currency on your behalf
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lični uticaj za vašu stvar
ako nikada niste uspostavili
nikakvu komunikaciju sa njima.
nikakvu komunikaciju sa njima.
08:48
if you've never had
any interaction with them.
any interaction with them.
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08:51
It is not going to happen.
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To se neće desiti.
08:53
So it is important that you invest
the time to connect, to engage
the time to connect, to engage
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Dakle, veoma je važno da uložite
vreme da se povežete, uključite
vreme da se povežete, uključite
08:59
and to get to know the people
that are in your environment,
that are in your environment,
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i upoznate ljude iz vašeg okruženja,
09:02
and more importantly to give them
the opportunity to know you.
the opportunity to know you.
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i što je još važnije,
da im pružite priliku da upoznaju vas.
da im pružite priliku da upoznaju vas.
09:06
Because once they know you,
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Zato što, onda kada vas upoznaju,
09:08
there's a higher probability
that when you approach them
that when you approach them
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veća je verovatnoća da će, kada im priđete
09:12
to ask them to be your sponsor,
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i zamolite ih da vam budu sponzori,
09:14
they will in fact answer
in the affirmative.
in the affirmative.
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potvrdno odgovoriti.
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,
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Sad, ako me pratite i ako se slažete
da vam treba sponzor,
da vam treba sponzor,
09:22
let's talk about how
you identify a sponsor.
you identify a sponsor.
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hajde da pričamo o tome
kako identifikovati sponzora.
kako identifikovati sponzora.
09:27
Well, if you're looking for a sponsor,
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Pa, ako tražite sponzora,
09:29
they need to have
three primary characteristics.
three primary characteristics.
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oni moraju imati
tri osnovne karakteristike.
tri osnovne karakteristike.
09:32
Number one, they need to have
a seat at the decision-making table,
a seat at the decision-making table,
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Prvo, moraju imati svoje mesto
za upravljačkim stolom,
za upravljačkim stolom,
09:37
they need to have exposure to your work
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moraju imati uvid u vaš posao
09:40
in order to have credibility
behind closed doors,
behind closed doors,
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kako bi imali kredibilitet
iza zatvorenih vrata,
iza zatvorenih vrata,
09:44
and they need to have some juice,
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i moraju imati poštovanje,
09:45
or let me say it differently,
they'd better have some power.
they'd better have some power.
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ili, da se drugačije izrazim,
bilo bi dobro da imaju moć.
bilo bi dobro da imaju moć.
09:48
It's really important
that they have those three things.
that they have those three things.
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Veoma je važno da poseduju te tri stvari.
09:52
And then once you have
identified the person,
identified the person,
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I onda, kada ste identifikovali osobu,
09:55
how do you ask for one?
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kako je pitati?
09:57
The script goes like this.
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Scenario je ovakav.
09:58
"Jim, I'm really interested
in getting promoted this year.
in getting promoted this year.
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„Džim, ja sam veoma zainteresovan
za unapređenje ove godine.
za unapređenje ove godine.
10:03
I've had an amazing year
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Imao sam izuzetnu godinu
10:06
and I cannot show this organization
anything else to prove my worthiness
anything else to prove my worthiness
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i nemam šta drugo
da pokažem ovoj organaziciji
da pokažem ovoj organaziciji
da bih dokazao svoju vrednost
i spremnost za unapređenje,
i spremnost za unapređenje,
10:11
or my readiness for this promotion,
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10:14
but I am aware that somebody
has to be behind closed doors
has to be behind closed doors
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ali sam svestan da mora biti neko
iza zatvorenih vrata
iza zatvorenih vrata
10:18
arguing on my behalf
and pounding the table.
and pounding the table.
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ko će se založiti za mene.
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,
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Ti me znaš, znaš moj rad i svestan si
povratnih informacija klijenata,
povratnih informacija klijenata,
10:25
and I hope that you will feel comfortable
arguing on my behalf."
arguing on my behalf."
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i nadam se da ti neće biti neprijatno
da se založiš za mene.”
da se založiš za mene.”
10:29
If Jim knows you
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Ako vas Džim zna,
10:31
and you have any kind of a relationship,
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i ako imate nekakav izgrađen odnos,
10:33
there's a very high probability
that he will answer yes,
that he will answer yes,
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postoji velika verovatnoća da će pristati,
10:36
and if he says yes,
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a ako pristane,
10:38
he will endeavor to get it done for you.
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on će uložiti napor da to završi za vas.
10:40
But there's also a shot
that Jim might say no,
that Jim might say no,
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Ali, postoji takođe šansa
da će Džim reći ne,
da će Džim reći ne,
10:43
and if he says no, in my opinion,
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a ako kaže ne, po mom mišljenju,
10:45
there's only three reasons
that he would tell you no.
that he would tell you no.
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postoje samo tri razloga za odbijanje.
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
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Prvi je da on ne smatra
da ima dovoljan uvid u vaš rad
da ima dovoljan uvid u vaš rad
10:53
to have real credibility
behind closed doors
behind closed doors
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da bi imao dovoljan kredibilitet
iza zatvorenih vrata
iza zatvorenih vrata
10:56
to be impactful and effective
on your behalf.
on your behalf.
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kako bi bio uticajan i efektivan za vas.
10:59
The second reason he may tell you no
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Drugi razlog zbog koga vas može odbiti
11:01
is that you think
he has the juice to get it done,
he has the juice to get it done,
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je da vi smatrate
da on ima uticaj da završi posao,
da on ima uticaj da završi posao,
11:05
but he knows that he does not
have the power to do it
have the power to do it
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ali on zna da nema moć da to završi,
11:08
and he is not going to admit that
in that conversation with you.
in that conversation with you.
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a ne želi to da prizna
u razgovoru sa vama.
u razgovoru sa vama.
11:11
(Laughter)
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(Smeh)
11:12
And the third reason
that he would tell you no,
that he would tell you no,
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I treći razlog za odbijanje je -
11:15
he doesn't like you.
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ne sviđate mu se.
11:16
He doesn't like you.
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Ne sviđate mu se.
11:18
(Laughter)
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(Smeh)
11:19
And that's something that could happen.
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A to je nešto što može da se desi.
11:21
But even that will be
valuable information for you
valuable information for you
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Ali čak i to će vam biti
korisna informacija
korisna informacija
11:25
that will help to inform
your next conversation with a sponsor
your next conversation with a sponsor
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koja će vam pomoći
u sledećem razgovoru sa sponzorom
u sledećem razgovoru sa sponzorom
11:29
that might make it
a little bit more impactful.
a little bit more impactful.
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i koja bi ga mogla učiniti
malo upečatljivijim.
malo upečatljivijim.
11:34
I cannot tell you how important
it is to have a sponsor.
it is to have a sponsor.
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Ne mogu vam dovoljno naglasiti
koliko je važno imati sponzora.
koliko je važno imati sponzora.
11:37
It is the critical relationship
in your career.
in your career.
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To je ključni odnos u vašoj karijeri.
11:42
A mentor, frankly, is a nice to have,
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Iskreno, mentora je lepo imati,
11:44
but you can survive a long time
in your career without a mentor,
in your career without a mentor,
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ali možete i bez njega
dugo preživeti u karijeri,
dugo preživeti u karijeri,
11:48
but you are not going to ascend
in any organization without a sponsor.
in any organization without a sponsor.
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ali bez sponzora nećete uspeti
ni u jednoj organizaciji.
ni u jednoj organizaciji.
11:54
It is so critical that you
should ask yourself regularly,
should ask yourself regularly,
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To je toliko važno da bi trebalo
svakodnevno da se pitate:
svakodnevno da se pitate:
11:58
"Who's carrying my paper into the room?
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„Ko nosi moje papire u sobu?
12:01
Who is carrying my paper into the room?"
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Ko nosi moje papire u sobu?”
12:03
And if you can't answer
who is carrying your paper into the room,
who is carrying your paper into the room,
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A ako ne znate odgovor
na to ko nosi vaše papire u sobu,
na to ko nosi vaše papire u sobu,
12:07
then I will tell you to divert
some of your hardworking energies
some of your hardworking energies
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onda vam savetujem da usmerite
deo svoje revnosne energije
deo svoje revnosne energije
12:11
into investing in a sponsor relationship,
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u ulaganje u sponzorski odnos,
12:14
because it will be critical
to your success.
to your success.
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zato što će on biti ključan za vaš uspeh.
12:17
And as I close, let me give a word
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I na kraju, dozvolite mi da kažem koju reč
12:20
to the would-be sponsors
that are in the room.
that are in the room.
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onima prisutnim koji bi bili sponzori.
12:23
If you have been invited into the room,
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Ako ste pozvani u sobu,
12:26
know that you have a seat at that table,
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znajte da imate mesto za stolom,
12:30
and if you have a seat at the table,
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a ako imate mesto za stolom,
12:32
you have a responsibility to speak.
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imate odgovornost da progovorite.
12:35
Don't waste your power worrying
about what people are going to say
about what people are going to say
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Ne trošite svoju moć na razmišljanje
o tome šta će drugi reći
o tome šta će drugi reći
12:40
and whether or not they think
you might be supporting someone
you might be supporting someone
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i da li oni misle ili ne misle
da podržavate nekog
da podržavate nekog
12:43
just because they look like you.
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samo zato što liče na vas.
12:45
If somebody is worthy of your currency,
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Ako je neko vredan vaše pažnje,
12:49
spend it.
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potrošite je.
12:51
One thing I have learned
after several decades on Wall Street
after several decades on Wall Street
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Jedna stvar koju sam naučila
nakon nekoliko decenija na Vol stritu
nakon nekoliko decenija na Vol stritu
12:54
is the way to grow your power
is to give it away,
is to give it away,
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je da vaša moć raste
tako što je poklanjate,
tako što je poklanjate,
i govorite iz srca.
12:58
and your voice is at the heart.
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13:00
(Applause)
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(Aplauz)
13:06
And your voice
is at the heart of your power.
is at the heart of your power.
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Vaš glas je u srcu vaše moći.
13:11
Use it.
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Iskoristite ga.
13:13
Thank you very much.
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Hvala vam puno.
13:14
(Applause)
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(Aplauz)
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