In this episode of Career Spotlight, host Michael Bernzweig of Software Oasis interviews Susan Collins, an executive coach and founder of the Network Concierge. They discuss Susan's journey into coaching, the evolution of career coaching, and the diverse range of clients she works with. The conversation explores the challenges of navigating career transitions in a changing market, the importance of networking, and actionable steps for individuals considering a career change. Susan shares success stories from her coaching practice, emphasizes the need for different actions to achieve growth, and provides insights into entrepreneurship and the common blind spots faced by high-performing individuals.
In this episode of Career Spotlight, host Michael Bernzweig of Software Oasis interviews Susan Collins, an executive coach and founder of the Network Concierge. They discuss Susan's journey into coaching, the evolution of career coaching, and the diverse range of clients she works with. The conversation explores the challenges of navigating career transitions in a changing market, the importance of networking, and actionable steps for individuals considering a career change. Susan shares success stories from her coaching practice, emphasizes the need for different actions to achieve growth, and provides insights into entrepreneurship and the common blind spots faced by high-performing individuals.
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Michael Bernzweig (00:01.868)
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I'd like to welcome everyone to this week's edition of the Career Spotlight. I'm your host, Michael Bernzweig, the founder of Software Oasis. And joining us live this week is Susan Collins. She is the executive coach and founder over at the Network Concierge. So with that, Susan, welcome to the podcast.
Susan Collins (00:23.863)
I appreciate you inviting me. Thanks, Michael.
Michael Bernzweig (00:26.766)
Yeah, no, it's wonderful to have you here. And I can see by some of the questions that came in from the audience, many of which I may never get to, so don't hold that against me, but I'll try to sneak a few in here and there. But I was hoping that you could share with our listeners, for any that may not be familiar with either yourself or the network concierge, a little bit about your journey getting to where you are.
and a little bit about what's going on over there at the Network Concierge.
Susan Collins (01:01.925)
Well, like many, I didn't see myself being a coach. had a coach and I was so lucky to have a coach when I was in the corporate arena. I spent 25 years in talent acquisition, which meant that I led teams that hired people. I had the tech stack. I led the strategies. I'd led the recruiting teams and I did a lot of recruiting myself. So I've done thousands and thousands of interviews and I
love the corporate arena. There's so much opportunity there. But what I began to realize in working with my coach, I obviously had an advantage because I saw how it changed things. I began to realize that people just didn't see their own potential in their careers. And when they did see their own potential, they let the day to day of their work kind of get in the way of being their own career agent. So I decided
four years ago, I just had my four year anniversary four years ago, that I was going to leave to help people solve this problem. And they say that you shouldn't become an entrepreneur because you want to be an entrepreneur, but you should find a problem and solve it. And so I've really kind of developed that one stop shop where you can come in, whether you're on a job search or whether you're in a sticky situation in the office or whether you just know there's more out there.
Michael Bernzweig (02:02.996)
You
Susan Collins (02:26.631)
And I will work with you through coaching and sometimes some other experts that I bring in to help you get out of the stickiness into the forward momentum of your career.
Michael Bernzweig (02:43.01)
Got it, okay. And so it sounds like you've worked with a whole range of different clients over the years.
Susan Collins (02:51.351)
It's been amazing. You know, they tell you that you should niche and every time I think I'm going to niche, I have somebody else new and interesting show up at my door with their own career challenge. So I've worked with everyone from CEOs to leaders of nonprofits to people at the director and VP level that are just trying to figure out what is next. And sometimes that means a change, but a lot of times it just means bringing clarity into their day and giving them
that space to be alone with their own thoughts. know, when you go to work every day, you've got somebody else's problems to solve. And so having an hour a week with a coach or an hour every other week with a coach, you get to say the things out loud that maybe you got on a list that's a to-do list, or you've got in a place where you've been thinking about it, but you haven't had the courage to say it out loud yet. A lot of the things that we work on is understanding why we're doing.
You know, the brain is not your friend. Your brain is there to protect you. instead of your friend, it's like a, it's like your nagging mother who's like, don't do that. Wait a minute. Don't make that decision. That's not safe. And so we work through what feels comfortable and how to do the things you want and take the risks you want.
Michael Bernzweig (04:11.436)
makes a lot of sense. you know, sometimes it's just that. Sometimes it's a matter of getting outside of our personal comfort zone and figuring out what the opportunities are. And sometimes having a sounding board, you know, someone that's been in the space and has the ability to provide a unique and a fresh perspective is half of what's needed, you know, at the end of the day.
Susan Collins (04:38.449)
think about it when you come home from work and you sit down to dinner with your daughters, I'm sure that they all have an opinion, right? Everybody has an opinion on how you should be doing things. My boys have an opinion on how things should be going. And so to have a place where you can just talk about your own opinions and your own wants and desires in an unbiased space can change everything.
Michael Bernzweig (05:06.926)
Absolutely, and that is, you know, it's interesting and clearly, you know, in the year 2025, we're seeing a lot of change in the market space and a lot of individuals, especially in tech, you know, finding themselves not where they exactly expected to be at the end of the day. So when you're seeing some of these changes and transitions, are they
the same as what you've seen in the past? Is something different going on? What's your take on where we're at?
Susan Collins (05:43.377)
We are seeing a lot of people realizing that we're out of the gold watch era, right? So there used to be this loyalty and this judgment if you didn't stay at an organization for a really long time. And now there are people looking at opportunities and trying to figure out which risks they're interested in, especially in tech, right? There's so many exciting things coming.
forward in the world between AI and new platforms. so private equity and some of these other pieces, it's so easy to like head into a new job and then three months later, there's no funding. And so you've got to have a little more risk tolerance, but that also means that there's some other things that you need to be doing along the way that's above and beyond your job. So that should you find yourself in a situation like that, you've got a place to go.
I have developed these eight narratives that people need to be doing above and beyond the job to help them in this tricky space, whether it's tech, whether it's retail is having a hard time right now. Like there's a lot going on with the tariffs, but if you are building your brand and cultivating relationships and embracing networking and doing all of these other things, it makes the risk.
Michael Bernzweig (06:40.524)
Makes a lot of sense.
Susan Collins (07:08.249)
a little easier. It's still going to be uncomfortable, you know, without risk, you're not going to get something new.
Michael Bernzweig (07:15.424)
And, you know, one of the things that we always like to leave the audience with, because we have a lot of individuals at different points in their career journey and, you know, a career may be in a specific industry, but it may also be comprised of several different jobs across different companies or different organizations. But a lot of individuals might be in a space where they may not have expected to be.
Maybe they're saying to themselves, know, do I need to get re-skilled? Do I just need to sharpen my approach and find a different way of presenting who I am and what I'm doing? Do you have some actionable bullet points that you can leave our guests with that might be helpful, you know, based on where they find themselves at?
Susan Collins (08:06.533)
The first thing that we have to do, which I talk to my clients about all the time, is asking for help. It is so hard to be in a situation that you've never been in. If you've been this great employee where you've always had a job and you've always made your next transition because somebody's been there to invite you in, one of the biggest things that you need to get used to is that it is human nature for people to want to
So the first thing I always say is like, who's your network? Who have you asked for help? Who have you told that you're thinking about a transition? Whether you've still got a job, who do you trust to start having the conversations with? And that's the number one thing that I recommend. It's also important to experiment and have conversations with people inside and outside of your industry. I'm watching a lot of people right now, not a lot, I've watched a couple of people right now who have transitioned from.
for profit to nonprofit. And that's been a really interesting part of their journey because they're in a space where they're ready to give back in their careers and they want to do it a little differently. I have a person that I've been working with who just jumped to their first CEO job and that was a big scary move. And he's learning a ton right now. Like he is in a very uncomfortable space because he is dealing
with a lot of different things and you have to kind of look at your risk tolerance and say, I know I'm going to be uncomfortable, but the discomfort is not going to last as long as some of the time that I've spent thinking about it.
Michael Bernzweig (09:52.192)
Makes a lot of sense. And I guess, you know, that's clearly a very good perspective for anyone that is finding themself in that scenario. Now, obviously, sometimes you find yourself at a point in life where you may not be either ready to plunk down a bunch of money to go back to college, or maybe you have other commitments that you did not have in the past, or...
Susan Collins (10:13.744)
Mm-hmm.
Michael Bernzweig (10:19.278)
know, family, you know, things like that. What is, if for someone who's making a transition from one career or one industry, I guess I should say, or a type of role to another, do they need to go back to get re-skilled? Is a career course enough, a boot camp? Do they need to go back to college? What do you advise people?
Susan Collins (10:46.179)
It really depends on what you want to do. One of the things that I say to people as they're exploring is to say, go find people on LinkedIn that have the exact same, that at one point had the exact same job that you have now. So go find 2015 people that in the past were a product manager or a software engineer and do a deep dive into, know, what are the positions that they had after that?
to do some research on your own and kind of figure out what are some career adjacent jobs. I was working with a woman that wanted to be in private equity. And so one of the things that we worked on because she wasn't getting interviews in private equity or what were some career adjacent jobs. And so she found a firm that was owned by PE and she was going to get to do a lot of work with the
private equity group. So she took that job because she knew that adjacency to PE was going to give her some language and experience and an insider view of that was even something she really wanted to do.
Michael Bernzweig (12:00.814)
Sure, I that makes a lot of sense because I think at the end of the day it's figuring out that journey and figuring out where, you know, just looking at exactly where you're at, you know, what are the different pieces of the puzzle that are in place and not in place.
Susan Collins (12:16.391)
And if there's not, you know, if school is not in your near future, but it's something that you want to do, really feeling a calling to something, make sure that you spend some time talking to people that are doing that job. And, and it's not impossible. It may feel like a really big uncomfortable stretch, but maybe there's a way around it. Maybe it's going to school part-time. Maybe it's getting a certification first. Look at the full scope and talk to as many people as you can.
before saying you can't do it. There's always a way. Your brain believes what you tell it.
Michael Bernzweig (12:53.656)
Makes sense. So, you know, can you give it a, don't know if you obviously you've been doing this for a while, both, both in your own firm and previously of the, the individuals that you've worked with over the years, is there a, a particular, and you don't have to mention anybody in particular, a particular client that you worked with or a particular scenario that you look back on and you feel really fantastic about the
final outcome and maybe you could share some of the details along the way.
Susan Collins (13:29.639)
Gosh, I've worked with so many amazing people. don't think to put one down, I worked with a woman who was, had been with her company for a really long time and she, her boss was fine. And that was kind of the thing. It was just fine. It wasn't great. They didn't have a wonderful relationship, but she came to me because she wanted to change jobs.
Michael Bernzweig (13:46.958)
Sure.
Susan Collins (13:58.887)
And we worked together for six months. We looked on the outside. When somebody wants to do a full on search, I've got a resume coach and an interview coach and a social strategist that I bring into the process. And we kind of did, you know, a lot of exploration on the outside, but we did a lot of exploration on the inside around what was it that wasn't going right in her current job. And these were important things to understand because we wanted to make sure that we got them right in our next job.
And at the end of the day, there were a lot of conversations that she and her leader were not having. There were a lot of things that had been gone unsaid and a lot of assumptions that had been made. And she came to me, she had, I don't know, three or four sessions left and said, I don't want to change jobs. The grass isn't greener. You know, we got, we were getting really close to an offer from another organization. And she said, relationship with my boss is getting better.
We're really starting to understand each other. We've set extra time aside for these past couple of months after we started having these conversations. And she decided to stay. And I think that's just as exciting as making a move because it's doing the hard work and having the difficult conversations that we don't always want to have because fear drives a lot of things. What if I say something that offends her? What if she thinks I want to leave my job? What if, what if, what if? But without the conversations, you really can't experience.
the full depth of the job or the position or the relationship that you can have.
Michael Bernzweig (15:38.306)
Got it. And then I guess one of the other things, and I will be honest, I cheated a little bit if you want to call that, call it that, but I've listened to some of your other...
spaces and places that you've spoken. And I know one thing that I hear often, you know, is growth requires different actions, not just more effort. And I'm wondering if you can kind of break that down for our audience, because that was actually something that I think is super relevant. And I think we've seen a bunch of the questions that have come in really relate to that. So I was hoping you could kind of break that down for our audience.
Susan Collins (16:22.577)
We are rewarded so often in corporate America for getting stuff done, right? Like being the person that can get stuff done and go after things. And so it's so easy to want to be that pleaser, that person who gets your boss excited about the stuff that you're doing. And we head down this one way path of getting things done. And we start doing the same thing over and over again because we've gotten success out of it because it's given us
you know, that pat on the back or pat on the head that we want. But at a certain point, what serves you and makes you successful is not going to get you to the next level or into a new position or into a sideways position. And so it is about figuring out when is this skill no longer serving me? When is being the person who always gets pulls everything together, no longer serving me.
And what can I give to someone else so that they can get this skill so that they can become the leader that they want to become and we can start to level up and we really start to see it at that director and VP level where we're holding on so hard to the things that made us successful because that's what's gotten us the praise. And so a lot of times people want to move to that vice president level and somebody's like, but you're not strategic enough.
and you have to step back and say, I've been holding on to everything that made me successful as a director, or I've been holding on to everything that made me successful as a manager. And I have to give those things to the people on my team so that they can start to feel the success. And I'm going to have to step away from it a little and start working into this new role that I want. And that doesn't mean always having control, which made us feel really good and like we were going to deliver everything perfectly or
Always knowing every single little detail. We've got to be comfortable coming to the table and saying, you know what? Jessica's working on that. I don't have all the answers to that, but I'll have her reach out to you and let her reach out and give the answer and be the shining star because you want to drive something else. You want to drive the strategy or bigger teams or whatever the case may be. But until we start taking different actions, we're not going to get different jobs.
Michael Bernzweig (18:42.38)
And you know, it's so interesting because I would have to imagine that at different levels within an organization, the needs change. But what do you see, you know, when you're working with a client that might be at the executive level versus someone that might be at a different level, what are some of the challenges that you see that are different?
Susan Collins (19:05.658)
I think a lot of it is the pressures they have, right? It's a different kind of pressure at an executive level and starting to understand, and I think this is at all levels, like why they are taking the actions they are taking and what is driving those. A lot of times our actions are driven from something in between, it's underneath, mean, either it's a fear or it's an expectation. so,
We see people a lot of times get to that executive level and feel like they have to know everything. And it's not about knowing everything at the executive level. It's about letting your experts be the experts and feeling comfortable that your leadership is helping them lead. And so when I work with leaders at the executive level, a lot of times it's helping them understand what they need to know, what they don't need to know, what they need to let go of.
so that they have the space to do a lot of the outside work and the strategies and the networking and making sure that they are igniting curiosity amongst their teams to go figure things out in a bigger, better way.
Michael Bernzweig (20:20.386)
That sounds like an interesting perspective that's based on a lot of experience over many years. So I think that's helpful. Now, as you're working with clients, clearly, jumping into a new career is a big change. Jumping into a new position with a new company, not quite the change. But how about somebody that
that either is or has never considered jumping into running their own business entrepreneurship. How do you advise individuals in that way? Like who is it right for? Who should be considering a transition from the workaday world to running their own show?
Susan Collins (21:10.259)
I have been working on a post for two months now about my four year anniversary and I just finished it this morning. And what I really realized about my journey into entrepreneurship is it was really messy.
Michael Bernzweig (21:20.814)
How well, congrats.
Susan Collins (21:30.235)
And you know, you just don't know what you don't know and you've got to be super resilient and you have to find people who can do the things that you can't do. I cannot do QuickBooks. It doesn't matter as much as I want to do QuickBooks. I've messed it up three times. I finally got to a point a couple of years ago where I could start paying somebody to do my QuickBooks and it changed everything for me. But
It goes back to what is the problem that you want to solve? Who are the people that you surround yourself with who can help you? I've got a thought partner out there that I can go to at any point and say, I'm working on this today. It's not working for me. I want to talk about it out loud. I've got a coach that I go to every other week. I've got a lot of people in place so that I can manage the feelings that I have about risk. Because when you open your own business,
that paycheck that you've had every other year for the past 30, every other week for the past 30 years isn't there any longer. One of the big decisions that I made when I left, I had a vendor who I told him I was leaving and he was so kind to me and he asked if I wanted to come to work for him. And I said, no, I don't want to go to work for you. I'm opening my own business. And I called him back and he said, or I called him back and said, could I work for you part time? So I was a consultant for him.
Michael Bernzweig (22:45.325)
Hmm.
Susan Collins (22:53.831)
for a couple of years part time. So that gave me a part time salary while I was lifting, right? So start something on the side, figure out your hustle, figure out the problem you're solving, and then you're just constantly evolving. I feel like four years in, I now am doing the work I wanted to, but sometimes I still struggle to talk about it with somebody who brings something new to the table. And it's about their belief in getting through the problem that they have.
Michael Bernzweig (22:58.38)
Little runway, right?
Michael Bernzweig (23:23.67)
Interesting. You know, and I think that's a really unique perspective because I think a lot of individuals feel like it's an all or nothing. You you need to either jump into business on your own or not. And, you know, it's like, do you jump out of the airplane without a parachute on or do you find that in between? And sometimes I think if it's been in the back of your mind, I mean, I can't tell you.
You like I you've probably have so many friends that have said I've I want to start a business I've always wanted to start a business It's always been something I've wanted to do and and I think at the end of the day at one point or another you need either either need to just do it or stop talking about it I think a lot of your friends will say that to you, but it's not an all-or-nothing. I I think you know you can find a transition between where you are and where you want to get to so I think you know if we
touch one person during this episode with that message, think it's all worthwhile because I think it's a matter of perspective.
Susan Collins (24:27.515)
You know, one thing I did is I had a conversation with my thought partner and she gave me some pretty tough feedback. She said, talk a lot about it, but what's the action? And I took what she said to heart and I have a red notebook that I use. Then I started writing. said to her, this time next year, I won't be in the same place. I don't know where I will be, but I will not be in the same place. And every day I started a countdown.
365, the next day in my red notebook I would write 364. I, for, I think I made it to like, I can't remember now, like 200 and something days. And just that focus on the change made a huge difference for me. So I can't remember if I had 200 days left or if I had 200 days behind me. But at that point I was ready to launch and there were a couple of things that had worked in my favor, but it really was about,
Michael Bernzweig (25:08.75)
Sure.
Susan Collins (25:24.059)
the focus on making a decision on what I wanted to do, the focus on my options, narrowing down my options, and a little bit of that pressure for me. Like I'm actually, I took action every single day and next to that number at the end of the day, I would write down one thing that I did towards the action that I wanted to take. So.
Michael Bernzweig (25:36.76)
Sure.
Michael Bernzweig (25:49.654)
Yeah, absolutely. And, know, at the end of the day, I mean, a personal journey like that is probably a fantastic example. And, and I think, you know, genuinely entrepreneurship is not for everyone. You know, it's, if, you know, if you have a need for, for a lot of structure and you obviously want to have a consistent paycheck and you want to have your weekends free and all of that. that's, know, you need to figure out what, what's meaningful to you.
Susan Collins (26:01.607)
though.
Michael Bernzweig (26:18.08)
in life and you know a lot of times it doesn't always take money or dollars and cents to get a business started sometimes it's just time you know and all of that so I think figuring out what your values are and what's important to you and also looking at everybody around you I think being honest and fair with yourself you know because
a decision that you're making to start a business doesn't just impact yourself unless it is just yourself. You know, it affects everyone around you. you know, figuring out, you know, how will this impact my loved one, my kids, my family, my friends, all of that is something you need to take into account if you care. And, you know, the flip side of that is you have to say, you know, how much do I care, you know, or do I just, no matter what.
Susan Collins (26:51.558)
Right.
Michael Bernzweig (27:12.13)
the heck with it, I just want to get this done and I'm going in with both feet. So I think that's a big part of the whole entrepreneurial journey. And I guess at a high level, you know, it's a matter of carving out the space to do what you need to get done. It's heck of a lot easier if you're in your teens or your 20s or just getting started.
You know, as you get a little later in life, you have different commitments and things that you need to take into account, but I think all of that plays into it.
Susan Collins (27:49.765)
And I would almost say, and I'm so amazed by all of these young people who have, will take so many different risks and can try so many different things. But I think when you are, I'm going to say a little more mature too, right? Like you are afforded different things that you may not be. One of the things, if you know you want to start your own business, start saving now, right? Like put a chunk aside, but start figuring out what you can and can't live on because that's going to help you understand.
your risk tolerance better too. So we were in a really lucky place because I live in a house where we have two salaries and thought ahead about what the first six to 12 months could look like for us.
Michael Bernzweig (28:32.878)
Yeah, exactly. sometimes, it depends what kind of a business you're starting. If you're doing consulting or something like that, where you may have some more immediate clients and income, that's one thing. Whereas if you're starting a different kind of business, maybe a software or a SaaS, or you're starting some other kind of manufacturing or some physical good type business, you might have very different
Susan Collins (28:38.822)
Yes.
Michael Bernzweig (29:01.762)
different rates at which you're gonna start to see money coming in and you need to plan for each accordingly. So I think that that's a big part of it. yeah, no, I think that that's all interesting and it's obviously one of the portions of a journey that different individuals can consider and all of that. And it's so easy. You just head to YouTube or TikTok or anywhere else and you're always gonna hear the...
best of the best and the success stories and you know it's like that with anything you know whether it's investing or starting a business you're always going to hear the best of the best but the reality of it for many is just you know it is a long long hard grind and it's a it's an uphill slog until you either figure out two three years into it if you're gonna make it or not so it's not a not an easy journey
Susan Collins (29:55.803)
Yeah.
Michael Bernzweig (29:59.435)
the number of instant overnight successes or something you can count on on one hand but you know you definitely hear about all of the news
Susan Collins (30:10.727)
And you think about it, right? Like in the beginning, it's just not consistent. That was probably the scariest part for me is that it's the ups and downs of it. And then I say to my clients all the time, everybody has an opinion and everybody has a different journey. So you've got to take control of your journey and figure out what's important to you. And once you understand what's important to you, then it's easier to make decisions.
Michael Bernzweig (30:33.666)
So when you're just kind of shifting the focus back to something you touched on earlier, when you're working with executives, many of them have this sixth sense behind them that there's something more out there that they can achieve. But obviously, at any level, individuals are going to have blind spots. What are some of those common blind spots that you see in very high performing individuals that they need some guidance to overcome?
Susan Collins (31:04.357)
One of the big things that I see a lot of times is the comparison, right? Like they're looking at what everybody else is doing and they're not listening internally to what they know they should be doing. So there is this really healthy balance you have to have of that self-authoring and understanding your own inner voice and making your own decisions based on what you.
need to do for the business or for yourself. The comparison trap, even at the executive level, like you see it at the lower level, at every level of career. So we work around that a lot. We work around their next level executive team a lot. I have gone into a couple of startups where they don't really have time to manage that.
next level, everybody underneath them because they are working so hard to meet with the investors and to drive the vision and to keep things going in a startup. If that next level isn't moving at the speed you need them to be moving at, we will see a lot of times where they will have to bring in somebody else to manage the job because the job is grown and the person hasn't grown.
And so helping executives, CEOs understand what is that next level doing? How do they keep them growing at the pace that they need to grow at to keep up with the business? And when to make the hard decisions that says this job is bigger than it used to be, and I'm going to have to put somebody else in this job.
Michael Bernzweig (32:50.53)
Very nice. Well, you know, I think this has been a great deep dive. think we got to some of the questions that came in, but I'm sure some people won't want to have my head. But what we're going to do is for anyone that's listening that would like to reach out, we're going to leave a link in the show notes for everyone to have all of your contact info, Susan. And I very much appreciate the deep dive today.
Susan Collins (33:17.265)
Thanks for having me. I enjoyed it.
Michael Bernzweig (33:19.5)
Yeah, absolutely. So today on Career Spotlight, we've had Susan Collins, Executive Coach and Founder of the Network Concierge. And I really appreciate your time today. For anyone that's tuning in for the first time, there are two sister podcasts. There is Software Spotlight and Consulting Spotlight. And for anybody that wants to keep up to date on everything going on over here at Software Oasis, you can go to softwareoasis.com.
backslash subscribe and get on our email newsletter list to learn about everything going on over here. We have a great community of different individuals that are in consulting and SAS in all different parts of the B2B world. we have a wonderful online forum that you can participate in. And we really appreciate everyone's time today. So thank you for joining.