Unequaled: Tips for Building a Successful Career through Emotional Intelligence

161 Pages·2016·0.83 MB·English

by  James A. Runde

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UNEQUALED
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JAMES A. RUNDE
with
DIANA GIDDON
UNEQUALED
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TIPS FOR BUILDING A
SUCCESSFUL CAREER
THROUGH
EMOTIONAL
INTELLIGENCE
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Copyright©2016byJamesA.Runde.Allrightsreserved.
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LibraryofCongressCataloging-in-PublicationData:
Name:Runde,JamesA.,1946-author.
Title:UnEQualed:TipsforBuildingaSuccessfulCareerthroughEmotionalIntelligence/JamesA.Runde.
Description:Hoboken,NewJersey:JohnWiley&Sons,2016.|Includesindex.
Identifiers:LCCN2016013558(print)|LCCN2016015925(ebook)|ISBN9781119081456(cloth)|
ISBN9781119246084(ePDF)|ISBN9781119246114(ePub)|ISBN9781119246084(pdf)|
ISBN9781119246114(epub)
Subjects:LCSH:UnEQualed—Vocationalguidance.|Financialservicesindustry—UnitedStates.
Classification:LCCHG4534.R862016(print)|LCCHG4534(ebook)|DDC332.660973—dc23
LCrecordavailableathttps://lccn.loc.gov/2016013558
CoverDesign:PaulMcCarthy
PrintedintheUnitedStatesofAmerica
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Thisbookisdedicated
withlovetomywife,Barbara,
whoalwaysbringsoutthebestinme.
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CONTENTS
Preface xi
Acknowledgments xv
1. NavigatingYourCareer(HowtoManageYourself) 1
I. WhatIsThereOtherThanBrains
andHardWork? 3
II. EmotionalQuotient(EQ) 5
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Adaptability 6
AdaptingtoAdversity 7
Collaboration 8
Empathy 9
III. TheThreeDs:Details,Deadlines,andData 13
DetailsAlwaysMatter 15
KnowYourDeadlines 17
GettheDataRight! 19
IV. ExpectationsandEvaluations 23
PromotionCommittee 24
GrabThatCupofCoffeewiththeBoss 26
V. Networking:Risks,Benefits,andTips 29
BenefitsofNetworking 31
BeSystematic 31
Icebreakers 32
Currency 33
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Contents
VI. WhereAreYou? 35
HowtoBeHappier 37
CreateaRoadmaptoYourDreamJob 38
NavigatingtheHeadwindsandTailwinds
ofYourCareer 39
VII. SellingYourself 41
SpeakUp 42
VIII. ThePathtoSponsorship 45
RoleModels 45
Mentors 46
Sponsors 48
IX. MagicFormula 51
Ability 51
Opportunity 52
Courage 52
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2. BecomingMoreCommercial(HowtoWork
withYourClients) 55
X. WhyIsBeingCommercialRelevanttoYou? 57
TurnClientRelationshipsintoRevenue 58
HowtoBeMoreCommercial 59
XI. HowtoWinBusiness 63
TheArtofBuildingClientRelationships 67
HowtoMonetizeClientRelationships 69
HowtoBetterPersuadeOthers 72
XII. HowtoPreparefortheClientMeeting 75
TheFourRs 75
ChangeofMindset 78
HaveaStrongOpeningandStrongClose 79
HowtoAskfortheOrder 81
DealingwithRejection 82
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Contents
XIII. DifferentiatingYourselfwithClients 85
DifferentiatingYourselfthroughLikabilityandTrust 85
DifferentiatingYourselfthroughInsight 87
UsingtheAppleFiveStepsofService 89
XIV. AssessingtheClientSituation 91
KnowYourClient’sVitalSigns 91
HowtoKnowifYouAreMakingProgress
withaClient 92
XV. HowFirmStrategyIsCommercial 95
KnowYourFirm’sStrategy 95
ConnectFirmStrategytoCommercialImpact 96
ClientsHireYourFirmandTheyHireYou 97
Trust-BasedClientRelationships 100
3. BecominganExceptionalLeader 103
XVI. EngagingandLeadingPeople 105
(cid:2) ThreeHats 108 (cid:2)
ThreeCsofTeamBuilding 111
ScreeningProspectiveTeamMembers 112
XVII. TheWarforTalent 117
TheThreeMs 119
BeAlerttotheThreeDs 121
ValuesandCulture 123
XVIII. ImportanceofExceptionalLeadership 125
Herzberg’sMotivation-HygieneTheory 125
ATeamNeverForgetsHowYouMakeThemFeel 127
ImportanceofOptimisticLeadership 128
DefinitionofaGoodBoss 130
Knee-JerkReaction 132
AdaptiveLeadership 134
XIX. ControltheControllables 137
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Contents
XX. ClosingAdvice 139
TenBooksthatMightHelpYou 139
HighlyPracticalTips 142
Summary 145
AbouttheAuthor 147
Index 149
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PREFACE
W
hen a team of us worked on the United Parcel Service IPO, it was
the largest IPO in history at that time. A group from Columbia Business
SchoolreadaboutthedealintheWallStreetJournalandaskedifIwould
give a speech explaining how we had won such a large piece of business.
This deal was unusual because UPS chose Morgan Stanley to be the lead
underwriterwithouttalkingtoanyotherinvestmentbanks.
(cid:2) The speech that I made to the Columbia Business School students (cid:2)
discussed the importance of emotional intelligence quotient (EQ),
trust-basedclientrelationships,andothersoftskills.Thepresentationwas
well received, and word-of-mouth created demand at IBM, Princeton
University, Davis Polk & Wardwell, and throughout Morgan Stanley.
I heard the presentation was popular because I was authentic in telling
stories and explaining what I had learned both from my mistakes and
from the experience of others. Audiences also told me they liked hearing
practicaladvicefromapractitioner.
I had been a reader of self-help books for many years, but found most
ofthemtobeirrelevantorinthe“daretobegreat”genre.Ialsoreadbooks
aboutfinanceandbanking;theywerefullofcomplexequations,butmany
of them said nothing about “client”—not even in the index. I could not
findabookthatprovidedusefultricksofthetradeforprofessionalservices
people inbanking, consulting, law,or accounting. I began tosee thatmy
presentationmighthelpfillthatneed.
Over time, demand grew for my presentation, which resembled the
first section of this book. This talk, called “Navigating Your Career,” was
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Preface
especially popular among new hires and on business school campuses.
Later, I learned that mid-level bankers were asking themselves how they
could become more commercial. It was hard to find a credible outside
teacher or speaker to address this issue. I was asked to create another
speech based on my experience with clients. The second section of this
book grew out of the commercial presentation. About five years ago, I
was told that since I had helped junior bankers navigate their careers
and mid-level bankers bring in more business, I should create a talk that
would help senior people who were becoming managers and leaders in
the firm. The third part of the book is based on working with this more
seniorgroup.
Soon I was doing as many as 50 presentations annually around the
world. The presentations were unique because I focused on practical tips,
I always shared my slides afterward, and I always asked for email feed-
back on ways to make my presentations better. Those emails often led to
one-on-one coffees. Many of those coffee-mates kept in touch and asked
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forinputastheircareersprogressed.Mytalksgrewstrongerbecauseofthis
feedback.
Thisbookisthecompilationofthosethreepresentations,thefeedback
I received from my colleagues, and the lessons I learned from those men-
toringsessions.IwrotethisbookbecauseIwantedtohelpotherssucceed
intheirprofessionalservicescareers.Sohereitis.
That’swhyIwrotethebook.Nowwhoshouldreadthisbook?
Ihavelearnedthroughgivingthesespeechesovertheyearsthatmypre-
sentations are relevant well beyond investment banking. This book is an
importantguideforanypersonwhosesuccessisdependentontheimpor-
tanceofEQandtrust-basedclientrelationshipsandwhowantstosucceed
inaprofessionalservicescareer.Thisbookisjustaspertinentfortheperson
whoisjuststartingacareerinprofessionalservicesasitisfortheseasoned
professional.Thefirstsectionofthisbooktellsajuniorpersonhowtomake
a“job”inprofessionalservicesintoa“career”inprofessionalservices.The
secondsectionprovidesadviceforanyonewhoiscoveringclientsorprepar-
ingtocoverclients.Thethirdsectionisanimportantguideforanyonewho
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