Rejection  Jessica Carter was attractive, but not startlingly so. After interviewing 13 other equally attractive models in their late 20’s for a small part in a film, I suddenly became aware of an unacknowledged question that had been distracting me all day.

Without intending to directly ask my question of Ms. Carter, I spoke aloud, “Is rejection a big part of your business?” I quickly apologized for the inference that there was anything about her worthy of regular rejection. She said, “No, but I understand your question.” Jessica soothed my anxiety with a knowing glance, allowing me to climb out of the social hole I just dug for myself.

She went on to explain that she had been modeling for over 12 years and in that time she estimates that for every job she got there were 6 or 7 interviews where someone else was selected. Jessica also said that while her average was good, some models did worse, some better. With the poise and maturity of a much older woman she stated, “They don’t reject or hire me, they reject or hire the person they think I am, not who I am.” She went on to say that on many occasions, “Sometimes I will get rejected or hired because of who they guess their bosses will think I am.”

Judging relevance versus style has always been an issue for juries. A well-intentioned jury will attempt to weigh the evidence as presented and listen carefully to the judge’s instructions. More than likely, however, they will find it difficult not to be influenced by appearances or a compelling presentation rather than focus on the credibility of the arguments being considered. In addition, if you are unfamiliar with a subject or discipline and have no specific criteria with which to judge, you rely on what you see. It’s just human nature.

On some occasions, rejection is caused by assumptions. Reviewing cover ideas for his annual report, our client stopped to carefully look at one of several comps we prepared. “This one is a great idea,” he said and then rejected it. When we asked him why, he said that while he loved the idea, he didn’t know how we would produce it, so he set it aside. We explained to him that how we solve the problem is our problem, and that we wouldn’t have proposed solutions we couldn’t produce. His objective for us was to have a cover image that commanded attention while remaining within the culture of the company. Our proposed cover did what was asked in a way he didn’t expect.

Without meaningful criteria, selecting between one choice and another becomes more about appearance than preference. Mary Cassatt, the Impressionist painter and only American to be exhibited with Degas, Manet and Pissarro, had a different perspective on rejection. “Acceptance on someone else’s terms is worse than rejection.” She would not, could not, change who she was as a painter or as a woman in order to receive acceptance.

At one time in our lives we have all been accepted and rejected for superficial reasons. We can do very little to change the process from our end. However, those in a position to accept or reject an idea, a candidate, a product or a company are obliged to clearly appreciate what may be influencing their decisions. Making the safe choice, institutional rather then individual expertise, will produce familiar solutions without innovation or customization. Being able to look beyond a slick presentation to identify a pattern of accomplishment is a better way to ensure a good choice.

At Essex Two it is our obligation to present those ideas and examples that demonstrate our understanding of what needs to be accomplished and how success can be achieved. While our average is better than Ms Carter’s, we don’t win them all. Those who select us, select us again and again. Visit the Essex Two website for case studies that demonstrate our ability to serve the success of our clients.

Truly worth your time:  Last month we recommended Blink: The Power of Thinking Without Thinking, the new book from Malcolm Gladwell, author of The Tipping Point: How Little Things Can Make a Big Difference. After a second reading we can only reaffirm our recommendation. This is a book that will change how you see and experience everyday events and relationships. The ideas and examples presented will increase your awareness and supercharge your thinking process.