Transform Your Career: Learn from Lew Frankfort’s Journey

People frequently change careers, with estimates suggesting an average of seven shifts throughout their professional lives. For those considering a change, either due to dissatisfaction or a desire for growth, a single conversation can often lead to new opportunities. Lew Frankfort, the former CEO of Coach, exemplifies how persistence and openness can lead to profound career transformations.

Harness Rejection as Motivation

After completing business school, Frankfort began his career in social services with the New York City government. He faced a setback when he was passed over for a promotion. Mayor Ed Koch told him he was “too principled” for the position, which would have involved negotiating contracts. Reflecting on this experience, Frankfort stated, “I wanted a job that would challenge me and to help build something meaningful, which is why I began looking outside government and decided to work at Coach.”

Networking: The Key to New Opportunities

While considering his next career move, Frankfort had a pivotal conversation during a cab ride with a colleague. This colleague suggested he speak with a friend who owned a small bag business and was in search of a protégé. Frankfort followed this advice, ultimately meeting Miles Cahn, the founder of Coach. Their interaction led to four interviews, and Frankfort believes he was hired for two main reasons: his dedication to hard work and his willingness to learn. He later discovered that he was the sole candidate for the position.

In his new role as Vice President of Marketing and Special Projects, Frankfort demonstrated a willingness to tackle any task. He oversaw the installation of an air conditioning system in the factory, launched Coach’s inaugural mail order business, and opened the company’s first retail store in 1981. His contributions played a significant role in the eventual sale of Coach to the Sara Lee Corporation in 1985, after which he became CEO.

Under Frankfort’s leadership, Coach experienced remarkable growth. In 1985, the company’s revenue soared from $6 million to an astonishing $5 billion by the time he retired in 2014. His tenure lasted 29 years, during which he transformed the brand into a globally recognized name.

Commit to Lifelong Learning

Frankfort emphasizes the importance of continuous learning as a crucial element for career advancement. “Be a constant, curious learner no matter how young or old you are. Never assume you have all the answers,” he advises. He encourages individuals to ask questions and continually seek knowledge, regardless of their current level of expertise.

Another critical aspect of a successful career pivot is leveraging previous skills. Many individuals mistakenly believe they must abandon past experiences when pursuing new opportunities. Frankfort argues that past skills can be beneficial in new roles. He stated, “My years in government taught me many skills that also applied to business and my 35 years at Coach.” He learned to make decisions for the greater good, a principle that remains relevant across all professional environments.

In summary, Lew Frankfort’s journey from government employee to a successful business leader illustrates how to navigate career changes effectively. Embracing rejection, networking, committing to learning, and leveraging existing skills are powerful strategies that can help individuals make their mark in new fields.