My hard-fought, hard-won corporate journey of 37 years would eventually take me to the pinnacle of corporate America, serving a Fortune 100 company as a C-Suite executive reporting to the Chief Executive Officer.  I wouldn’t trade the battle scars of success for anything. They go deep, but so do my resources and gifts such a journey renders. However, my career was almost derailed before it started. This is my story of success, perseverance, and the lessons learned along the way. It began humbly.

The timeframe was the mid-70s to mid-80s when women were only beginning to have more prominence in the workforce.  The road was not smooth, but at least it was available at some big, progressive companies.

“I’m glad I came to Xerox. It’s a great company with lots of opportunity for advancement. You should apply,” said my former fellow teacher and friend Kristin.  After teaching in a business college in Central Pennsylvania for three years, I was longing for a career path that provided upward mobility. Her phone call came at just the right time. I followed her advice and stopped by the Xerox office in Harrisburg, Pennsylvania, to fill out the hiring application. I was armed with a college degree and loads of determination. I was hired.  

Xerox Corporation was a magnificent company: worldwide, impressively big, highly ethical, and filled with bright, talented people.  Professionally speaking, I grew up there. I loved working at Xerox and ended up spending the next ten years in upwardly mobile positions in Harrisburg, Dallas, Boston, and the Washington, D.C., area.  I moved every two and one-half years into positions of increasing responsibility. Some referred to my career as being on the “fast track.” Most didn’t know I started as a secretary.

It was the only opening Xerox had then. With my business educational background, I was qualified. My friend Kristin offered encouragement as she presented a picture of advancement possibilities within such an esteemed and successful corporation. “Just get your foot in the door,” she said. In a short while, I would come to see that she had steered me correctly. But first I would meet bitter disappointment at Xerox.

My new boss was Roger, the branch sales manager.  Roger and I clicked immediately in the interview, and he hired me to join him in his busy office where the phone constantly rang, sales folks buzzed about his door all day and into the evening, and chart upon chart was prepared for sales meetings. Roger’s office was a hubbub of activity, and I learned volumes working for this smart, organized, professional sales leader.  I discovered I loved sales and its aura of excitement when the customer said yes. But it was marketing that stole my heart, and I took to it like a duck to water. This natural affinity for marketing—and its underpinnings of psychology and emotional connection to the customer—would last a career lifetime and prove useful in each new role on my journey. I was able to observe the Xerox method of sales and marketing firsthand from the inner workings of Roger’s office.  Professional, sophisticated, and premier sales and marketing techniques were among the trademarks of Xerox. What a privilege to learn from this master.

About nine months after I arrived, the company launched the 800 series of word processors. Developed by Xerox scientists and engineers in California and Texas, the 800 word processor was among the world’s latest business inventions and created a brand new division for Xerox, formerly focused on copiers. With the advent of word processing technology, customers now had unlimited freedom to change, add, or delete information stored on magnetic cards and tapes. Flawless documents, professionally presented through elegant fonts on a wheel, could now be created with ease. Bear in mind, this technology was introduced long before we entered the cyber age and at a time when electric typewriters were de rigueur.

From my perch in Roger’s office, I watched with fascination how a big, global company launched a product.  Glossy and impressive marketing brochures were created, along with customer demonstration scripts sharply pointing out the features, advantages, and benefits of the advanced technology.  Sales teams were hired or repurposed from copier sales roles and sent for training at the worldwide Xerox International Training Center in Leesburg, Virginia. Attractive rooms were constructed for conducting customer demonstrations in a real-time environment.  I felt part of something leading-edge and special.

Since I was a whiz on the electric typewriter, I was certain I could be even more productive and efficient on one of the new word processing units that captured data and allowed editing. Roger’s office was one of the first to receive the new equipment, and I experienced its efficiency and professionalism first-hand shortly after the product launched.  I was enchanted with it and just knew customers were going to flock to Xerox for the futuristic technology.

When the branch manager announced that our office in Harrisburg would soon be selling the state-of-the-art equipment, my curiosity and excitement soared. What if I could be one of the marketing representatives to conduct demonstrations and explain the many benefits of the product to customers?  I was totally in love with marketing by now. The sales manager for this new product line would be located in Baltimore, Maryland, but would also be responsible for sales in our branch office in Harrisburg about 2 hours away. Word reached me that he was coming to town. Oh, how I wanted to be interviewed for the marketing role.  

I couldn’t wait to throw my hat into the ring and didn’t hesitate to mail my credentials to the interviewing team.  I was sure Roger would be happy for me to move up in the company. Little did I know the first step onto my career path was going to be a rocky one filled with a major setback and tense, uncomfortable  moments.

After the sales team reviewed my background, they sent word they were keenly interested in me for the role. My enthusiasm intensified.  I learned that I needed Roger’s permission to interview but assumed it was merely a formality.

“No,” was his answer when I met with him later that week. Roger dug in and reasoned that I had been with the company only nine months. He wasn’t thrilled with having to search for a new secretary so soon after he had hired me. I was taken aback and could only nod during our meeting. After regaining my composure the next day, I implored him to reconsider with well-crafted arguments that came to me in the middle of the night. I shared how my credentials were mapped precisely to the role, the opportunity to move up in the company, and the significance of this new position to my dreams. Admittedly, those were all “me” issues and didn’t move Roger’s heart. Lastly, I argued that my appointment would save the company outside hiring costs and time in getting someone up to speed, as I now had weeks of training and experience on the 800.  My attempt at logic didn’t move Roger’s heart either. His answer was no, and there was no changing his mind. Roger wasn’t budging.

Despite the hiring team’s best efforts in face-to-face meetings trying to persuade him, Roger stuck to his position and would not permit me to interview.  And that was that. The night I knew for sure that Roger was going to continue to block my move out of his office, I despaired. I felt so right for the role. I spent a long, anxious night churning over in my mind the hurt and disappointment. Little did I know, light was just around the corner.

Xerox is a progressive company and took seriously its leadership stand on diversity in the workplace. Weeks before all this happened, the corporation had announced a new diversity officer located in the regional office in Washington, D.C.  The next day someone handed me a slip of paper containing her name and phone number. I was terrified to contact her and hid the slip of paper in my desk drawer for a couple of days. I didn’t want to be fired, I could understand why Roger would be upset in having to replace a secretary again, and I wasn’t one to need others to fight my battles. No, I would just let it go.

But I couldn’t let it go. I thought of little else over the next few days and agonizing nights. I was letting go of my dream of making something of my life, of reaching higher toward my goals, and for pushing through limitations. I called her.

After listening to my input, she was immediately supportive. She believed in promoting from within the company, especially an aspirant with a tailor-made background for the role. She felt strongly I should be permitted to interview without someone blocking the way.  I anticipated that she would coach me on how to revisit the topic of interviewing with Roger. Instead, she called Roger and became my advocate.

Within days, I was set up to interview for this coveted role.  Before Roger gave me the news that I was permitted to interview, he quipped, “How many other people are going to advocate for you before I let you interview?” Roger was not a bad guy. In fact, he was a good guy who had much on his plate, worked long hours, and didn’t relish the time that would be eaten up in finding another suitable secretary. He knew all too well how valuable his assistant was to his busy office. But he finally granted his permission and I went through an interview.  When I was chosen for the role, Roger was among the first to genuinely congratulate me. We remained friends for many years.

As I now look back on those early days, I remember what that experience taught me:  When something seems right, pursue it. In life, there will be roadblocks. We are not promised a perfect life or smooth pathway. Expect obstacles and view them as opportunities to learn, to grow, and to press forward for your higher calling and your dreams.  Had I given up at the first sign of resistance, my career may have never gotten off the ground. Had I not made that phone call and asked for help, I may have just given up.

We should remain steadfast and gratefully accept the help of others who put their faith in us.  I will be forever grateful for the help that I received at that crucial inflection point in my career.   My career journey had begun. Now, it was up to me to make it work.

My next blog continues with the new role and the eye-opening experience of the corporate world.  Along with a professional business card, my life and career took on exacting and demanding dimensions.  They don’t double your salary for nothing.