Many of the skills we acquire we are barely conscious that we have, because they are so ingrained in who we have become. However, they are often the skills that our clients most value.
Over the last month I have had the priviledge of spending some quality time with some great CIMA members in practice. I have been running a couple of one day skills workshops for them and it was a great experience.
It got me thinking about what made this group so great. The particularly important talents they have (which I hope I share with them) are not ones learned through doing the CIMA qualification, but are as a result of the journey that took them down the CIMA route in the first place and have continued since.
So what are these magic talents:
1. Curiosity. They want to know what makes their clients tick. Curiosity may have killed the cat but it certainly makes for a much more effective professional!
2. They (we) care. Curiosity leads us to get closer to our clients and their businesses, which means that we care deeply what happens to them. This means clients know they are in hands that will only do the best for them – even if tough love is sometimes required.
3. They (we) want to enlighten and share. We know that we are of best value to clients if they have a clarity and understanding of their business’s financial situation. Unlike some other accountants who think they weaken their own position with clients if they explain what the numbers mean.
Unsurprisingly most of the people in the workshop had not really noticed that they had these skills, nor recognised their value. Instead they concentrated on just their acccountancy skills when talking to prospects.
Hopefully the workshop helped them to see the full range of skills they have to offer.
Perhaps it’s worth taking time to think more about your own ‘hidden’ skills!