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UNEQUALED is the client service professional's guide to getting ahead and achieving professional goals. You're smart and hard working, but guess what—so is everyone else. So how do you stand out? You need to distinguish yourself in order to get ahead, but simply being good at your job is not enough. Moving up is about soft skills, networking, client connections, emotional intelligence, and your personal reputation. This book is a frank and candid guide to what it really takes to succeed in the field, packed with insights, stories, and actionable tips based on the author's 40 years at Morgan Stanley. You'll learn how to lead, when to follow, and how to build the reputation you need to get ahead in a competitive field.
This book shows you how to step up your relationships, strengthen your soft skills, and build your brand for success.
Realizing your career goals means being visible, having influence, and crafting a reputation as a valuable contributor while delivering outstanding results. UNEQUALED shows you how to adapt yourself, collaborate with colleagues, influence clients, and become an excellent boss.
JAMES A. RUNDE became America's longest-serving investment banker at a single institution in May 2014 by celebrating forty years at Morgan Stanley. He is corporate director specializing in strategic and financial advice, best known for his role in advising the United Parcel Service on its IPO in 1999.
Preface xi
Acknowledgments xv
1. Navigating Your Career (How to Manage Yourself ) 1
I. What Is There Other Than Brains and Hard Work? 3
II. Emotional Quotient (EQ) 5
Adaptability 6
Adapting to Adversity 7
Collaboration 8
Empathy 9
III. The Three Ds: Details, Deadlines, and Data 13
Details Always Matter 15
Know Your Deadlines 17
Get the Data Right! 19
IV. Expectations and Evaluations 23
Promotion Committee 24
Grab That Cup of Coffee with the Boss 26
V. Networking: Risks, Benefits, and Tips 29
Benefits of Networking 31
Be Systematic 31
Icebreakers 32
Currency 33
VI. Where Are You? 35
How to Be Happier 37
Create a Roadmap to Your Dream Job 38
Navigating the Headwinds and Tailwinds of Your Career 39
VII. Selling Yourself 41
Speak Up 42
VIII. The Path to Sponsorship 45
Role Models 45
Mentors 46
Sponsors 48
IX. Magic Formula 51
Ability 51
Opportunity 52
Courage 52
2. Becoming More Commercial (How to Work with Your Clients) 55
X. Why Is Being Commercial Relevant to You? 57
Turn Client Relationships into Revenue 58
How to Be More Commercial 59
XI. How toWin Business 63
The Art of Building Client Relationships 67
How to Monetize Client Relationships 69
How to Better Persuade Others 72
XII. How to Prepare for the Client Meeting 75
The Four Rs 75
Change of Mindset 78
Have a Strong Opening and Strong Close 79
How to Ask for the Order 81
Dealing with Rejection 82
XIII. Differentiating Yourself with Clients 85
Differentiating Yourself through Likability and Trust 85
Differentiating Yourself through Insight 87
Using the Apple Five Steps of Service 89
XIV. Assessing the Client Situation 91
Know Your Client’s Vital Signs 91
How to Know if You Are Making Progress with a Client 92
XV. How Firm Strategy Is Commercial 95
Know Your Firm’s Strategy 95
Connect Firm Strategy to Commercial Impact 96
Clients Hire Your Firm and They Hire You 97
Trust-Based Client Relationships 100
3. Becoming an Exceptional Leader 103
XVI. Engaging and Leading People 105
Three Hats 108
Three Cs of Team Building 111
Screening Prospective Team Members 112
XVII. The War for Talent 117
The Three Ms 119
Be Alert to theThree Ds 121
Values and Culture 123
XVIII. Importance of Exceptional Leadership 125
Herzberg’s Motivation-Hygiene Theory 125
A Team Never Forgets How You Make Them Feel 127
Importance of Optimistic Leadership 128
Definition of a Good Boss 130
Knee-Jerk Reaction 132
Adaptive Leadership 134
XIX. Control the Controllables 137
XX. Closing Advice 139
Ten Books that Might Help You 139
Highly Practical Tips 142
Summary 145
About the Author 147
Index 149
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