I just sold two of my cars recently, in preparation to move to the UK. The first car was a Perodua Kelisa, a locally manufactured supermini with a 3-cylinder 1000cc engine that’s simple, affordable, and popular. The second car, a 8-year-old Alfa Romeo 146, is an Italian made sedan that looks like a hatchback, drives like a tourer, sings like a diva, and requires more TLC than your average Toyota. This is a useful case study for passion vs. pop.
The Kelisa was easy to sell, but I didn’t get my way with pricing. There were hundreds of other Kelisas waiting to be picked up. I decided to settle for a quick deal, instead of haggling over price. This was despite knowing that I would be receiving a dozen more calls over the next few days about the car.
The Alfa was different. There were a very unique set of potential buyers. Most of them were Alfa owners previously. To other buyers, I had to explain the car to them, and describe its “Alfa-ness”. The person who ended up buying it was someone who previously owned an Italian car, understood its dynamics, and set his heart on getting one. It was about waiting for the right candidate. I didn’t have to flinch on price very much.
Job searching is very often like this. I want to move from a very common job role as a software programmer to a very niche role as a usability engineer. For me to get a job as a programmer is dead simple, but I probably won’t get my way with salary or benefits. As I set my sights towards becoming a usability engineer, I know that what I’m getting into will only attract certain hiring companies, with work conditions that are suitable for the role. The only issue is preparing myself, and waiting for that opportunity.
Without divulging too much information, that opportunity came knocking on my door recently. And in a place where no one hires usability workers, my profile stuck out a mile high.
My point is this, for everything you’re trying to sell – your employability, your car, your idea… whatever – there’s a market. And there’s a strategy for that sale to take place. You just need to position yourself in the right way, in order to communicate the value of the sale.
The point I didn’t make, however, is when you’re stuck in the Dip – the point between passion and pop, as described by Seth Godin. If you know you’re in the Dip, you have two options – find your way up, or find your way out. The hard part is finding out if you’re in the Dip or not.
While I was attempting to sell both cars, I wasn’t sure if I was in the Dip. I wasn’t quite happy that I quit really soon about the Kelisa. I quit fast and settled for a price I wasn’t that comfortable with. But now I’m glad I did. I wasn’t willing to take the hassle to deal with all the other buyers who were looking for quick wins. It wasn’t going to be worth it. So I quit, and went with the first buyer.
But for the Alfa, I didn’t quit. I held on to my price, because I knew it was a good price, and that someone out there was willing to appreciate the car at that value.
Nobody’s going to remember that I sold the Kelisa for the price I did. But everyone will remember the great deal I got on the sale of the Alfa. I get to keep my story. I managed to navigate both of my dips.
Navigating your own dips are very important to achieving your goals.
How well are you navigating yours?
The Malaysian IT workforce is facing a lot of problems now than it used to. No doubt, there are tons of jobs available, but for low-scale jobs like software development and tech support. The types of jobs available now hasn’t changed much over the last few years, and I doubt it will look any different over the next 5.
The reason is because IT in Malaysia is still fairly new, and hasn’t gained widespread adoption. At the same time, India and China are really big markets now, because of innovation and a vibrant mix of local and foreign players.
Our IT graduates are focussed mainly on development, not research. We’re way behind in terms of software – mainly because there’s too much emphasis on theory, instead of customers. My base observation is that companies typically use sales and project management staff to deal with customers, so a lot of programmers have zero to little idea of how to develop customer-centric software.
Anyway, I digress. If you’re in Malaysia and you’re doing software development, it is unlikely that your salary will hit RM7k for 6 years’ worth of slavery. This is true whether or not you’re a good programmer. (If you’re the exception, you can thank your lucky stars)
If you’re a project manager, 6 years’ worth of slavery might earn you RM6k and above. But then, I assume the work to be firefighting, especially when your software developers are paid peanuts.
Software developers are like the bottom of the food chain. There’s no glamour, no glory – and it’s crowded.
Just so you don’t think I’m crazy, I’m posting my interview with a recruitment agent from an established Malaysian recruitment company (ok, they *used* to advertise on the rear end of taxis/cabs). Her job involves hiring local IT grads for Malaysian companies, and she’s been doing that for the past 3 years.
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LW: What’s the average starting pay for a IT fresh grad now?
Agent: Average start is around RM1700-1800. But you do have candidates who are good, getting upto Rm2-3K for a Fresh Grad role as well… but that’s the highest and rare statistic
LW: rare as in …. 5%?
Agent: yup maybe around there… maybe even less
LW: what about [people with] 2 years experience?
Agent: Average IT person would be [earning] around RM2500? Rm2500-Rm3000 depending.
LW: what are the exceptions? RM4k?
Agent: possibly yes, but usually with 2 years, it shld be around Rm3500. [It] can go up to Rm2.5 – RM3.5k.
LW: okay, [what about] 4 years?
Agent: depends what area they are in. What area of IT. 4 years in the SAME Line without switching (e.g. programming for 4 yrs) would be around RM4K-6K, usually 6K on the high side… that’s for people who’ve moved into project management. So around Rm4-5k. Yeah, around Rm4-5K+ odd
LW: 6 years?
Agent: 6 years – you must ask me in what line. 6 years programming? 6 yrs in system support? A bit too general of a question. 6 years… in all technical? Or 6 years with some managerial experience?
LW: 6 yrs software development
Agent: all software development – about… Rm5-6++ as a programmer…. I’d say around Rm5k++, Rm6K onwards would be for a Project Manager etc.
LW: how much does a software developer earn in India, typically?
Agent: Don’t know about that. Don’t know Indian rates.
LW: If you had children, would you encourage them to do IT? [ed: Sorry, I had to do this. :P ]
Agent: Yes if that’s their passion.. but they’d really have to be different from the rest of the people out there… because there are too many people with IT degrees… the ones are gonna make it are the ones who can stand out in terms of skills, competence, and their ability to think differently, and that includes championing good ideas and having the initiative.
LW: Has the IT job outlook improved over the years, or declined?
Agent: Outlook for employers or employees?
LW: Both.
Agent: hmm, for employers, it’s declined a little… It’s getting harder to find the right people nowadays with a good fit in terms of the technical skills and the soft skills desired. Not enough good people in the market, and attracting them to the organization is also another challenge as employees are getting smarter and more demanding.
LW: So, it’s looking better for employees now, than in the past?
Agent: I think there’s a disparity between what people want out of their careers in IT and what companies here can give them. And as a result of this, people become mercenaries for the higher paying job. The roles of companies for IT in general, aren’t exactly very mind-blowing, even for managerial positions…
So while companies are trying to ’sell’ the organization and the job, trying to attract job seekers… it’s not really working so well because the average job seeker actually wants more than just a support role… or more than just an implementor role
LW: So what do employees really want out of the job these days? If it’s more than support and implementation?
Agent: aside from more money for rising living costs… i’m not really sure, but i think it’s got to do with a whole new level of a job per se… more interesting projects, not the run-of-the-mill support roles, or an outsourcing center…. maybe new projects involving innovation from scratch.. that’s designed/planned for here… something that people feel a sense of belonging.
The roles/projects we have here are implementation… people don’t identify with that.They never created the work…. they have no sense of belonging… and when that happens, you take less pride in what you do.
Hence you move around jobs quicker, if that makes sense.
LW: It makes a lot of sense. Do you forsee this scenario to change over the next few years? Malaysia is right in the middle of cheap-software-dev talent pool.
Agent: No, not in the next few years. Maybe in 10 years?
LW: That’s a long time, considering that software moves so fast.
Agent: Haha, there isn’t much sign of change happening for the big companies. No sign of creation of projects by Malaysians, written by Malaysians… Don’t know if it’s because Malaysians have yet to initiate such efforts in the first place, or is it a result of a lack of opportunities to display their abilities. Chicken or egg situation.
LW: Thanks for your time. If you had one advice for local IT grads out there, what would it be?
Agent: My advice would be to strive to be different – in terms of ideas, work approach….and to ensure they get solid technical experience to back them up.
LW: Sounds good. Thanks again!
[Interview date: Monday, June 16, 2008, 1pm]
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I’m a Malaysian. I’ve spent over 20 years in this country. One thing bugs me – I haven’t really met anyone in Malaysia who has told me they really love their jobs. The only people who told me that they have are people who tell me the love everything.
Sure, a job is better than no job. But I think if you keep doing that long enough and you’ll start to lose brain cells a lot faster.
I encourage the youth of Malaysia to go for rock concerts, fight for social injustice, make some side-income, play sports, join competitions, get involved in art and design, start new things, and travel to other countries. I feel these things are far worth more your experience than worrying and over-working about a job.
Jobs will always be there. If someone doesn’t hire you, someone else will. It just depends how desperate they are. Plus, there are a lot of desperate people out there. You won’t have to fight very hard because your exposure and experience would have served you better.
The only catch is that you have to play smart.
Smart companies these days know how to sift through people who are concerned about “am I” vs. “can I”. And you don’t want to join a company that’s not smart. So, basically, you shouldn’t care too much about whether you have what it takes. You should be more worried about understanding how stuff works – asking yourself what you really want in life, and what you’re really capable of.
I really feel that you end up saving a lot of time, money and avoid unnecessary pain.
Of course, in order to be confident enough to get the right job, you need to start asking the questions early. What will prepare you for the interview to the right job is not text-book material. It’ll be about experience.
That’s what matters most in life, anyway.
