Kate was a lovely lady in her early 30′s. Bright, warm and friendly. After the first five minutes of our coffee meeting I felt I had known her for years.
Kate is a senior accountant with a highly technical background and a wonderful skill-set in problem solving and working on complex projects with big end of town clients. In addition, she has a passion and enthusiasm for her work that is contagious. I think it would be safe to say that there would probably be around a couple of hundred professionals with her particular skill-mix in Australia. I’m not joking … she is that good! This coupled with her engaging personality makes for a formidable combination.
At first glance she seems to have all the makings of a first rate professional. But there is something missing – her ability to network and sell.
To date Kate has focused on honing her technical & professional skills to the detriment of her capability to build effective relationships both within and outside her accounting firm. In fact during our coffee Kate clearly stated that it was only in the last year or so that she had come to realise how vitally important “networking” is.
As I think I’ve said in past posts I hate the word networking. The word has unfortunately come to represent the attitude and behavior of “what can I get out of other people.” I don’t want to sound twee about it, but true networking is about meaningful relationships. In Kate’s case she has not spent the time to identify, establish and cultivate relationships in the wider community. For it is these relationships with others that will help her on her way to building new business contacts and deepen her bonds with existing clients.
Kate is not yet a Partner in her firm. If she wants to not only be a Partner, but an effective, one she needs to learn how to build relationships and sell her services. Her passion for the profession is (sadly) not enough.
So how can Kate do this? Tune into the next post!
All my best,