Unequaled Tips for Building a Successful Career through Emotional Intelligence

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.

• Differentiate yourself and expand your career
• Build relationships through planning and preparation and deliver commercial results
• Lead effectively, increase productivity, and build a better work environment
• Build, enhance, and leverage your personal brand to support your own success
• Network effectively to find mentors and sponsors

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.

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

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.