internal legal, marketing, and so on. In the past, you might see a smaller deal team of bankers and one or two internal lawyers. With today's complex deal structures, it is very common for a deal team to include one or two people from up to eight different groups within a firm, like accounting, foreign exchange, commodities, technology, legal, and corporate communications.
In order to succeed in a professional services firm today, you need to work well with your colleagues so that the entire team succeeds.
EMPATHY
“If you can learn a simple trick, Scout, you'll get along a lot better with all kinds of folks. You never really understand a person until you consider things from his point of view, until you climb inside his skin and walk around in it.”
Empathy is understanding what others are feeling because you have experienced it yourself or can put yourself in their shoes. Empathy allows you to build trust with your clients.
People starting out their careers in professional services think that figuring out the answer is the hard part of the job. In professional services, we are all in the solutions business, but finding the right solution is often not the difficult task. Experience has taught me that if a client tells me the problem, we have enough smart people working in a collaborative environment that we will always come up with a thoughtful response. The real challenge is getting the client to tell you the problem.
If I missed a piece of business for a client, it was not because the client did not know me or I was not smart enough. I missed the business because the client never gave me a shot at answering the question. Either the client did not think of calling me or did not trust me enough to share what was on his or her mind. The key to winning business is getting the client to trust or like you enough so they will tell you the issue on their mind.
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