Archive for the ‘Self-help’ Category

Knowing what you are good at and doing it well

Sunday, September 25th, 2011

With so much continued uncertainty about the next few years of economic activity, every business should concentrate on what it is good at and do it well. For a professional firm, this means that it needs to ask its clients why they chose the firm to provide a service for them over its competitors and more importantly, why they continue to use it.

Such questions will produce a lot of important information about:

  • what went well and why the client thought that
  • what could be improved and why
  • areas where the client felt that too much information was provided
  • areas where there was too little information
  • tone and preferred type of communication
  • time delays that could have been avoided
  • information the client would have liked in advance
  • what other support could have been provided.

Having asked clients these questions, it is important to respond to them in a tangible way so that they can see that they have been listened to.  It is possible to do this in such a way as to reduce operational costs at the same time as improving client satisfaction.  To manage change positively it is important to concentrate only on changing those aspects of your service that clients have told you that they do not consider essential to their choice of using your firm. For example, it is important to routinise those parts of handling a piece of work that the client does not actually see, such as generating pro-forma documents.  Firms need to be building client loyalty with the result that direct contact with clients should never become ‘impersonal’. With every change you make, it is important to find ways to improve clients’ service experience, rather than reduce it.

Personal Action Plan

Monday, January 10th, 2011

Happy New Year!

People tend to start the New Year with the best intentions to do something about their weight, fitness, work-life balance and then the pressures of returning to work distract them.  There continues to be a good deal of negativity around the UK economy with some professional firms dependent on public sector work anticipating that this will soon dry up.  There continues to be a limited supply of quality work with too many good professionals chasing it.

When we focus on what we are good at and enjoy, we develop our skills and confidence.  If we spend our days working with people who undermine and criticise us, we will struggle to remember why we chose this profession.

So it is important to think about what is important to us and what we want to achieve in the long term.  January is the time to develop a Personal Action Plan.  This will allow you to:-

  • play to your strengths in your current role,
  • cope better with the areas of your job that do not focus on what you enjoy doing,
  • develop the areas that you feel you need more help with,
  • tackle clients or colleagues you seem to clash with, and/or
  • identify where you want to go with your long-term career.

kindness and reflection

Wednesday, October 20th, 2010

I am pleased to report that sales of the new book are going well, with people telling me that they are enjoying reading it.

Just to summarise a few points that are important to remember:

• This book is aimed at helping the ‘good guys’ succeed in what can at times be the maelstrom of professional life
• It is important to be kind to ourselves as we will all make mistakes at some point in our careers
• Taking a couple of hours out every 6 months or so to reflect on what we have achieved and what we enjoy doing will help us keep ‘errors of judgement’ in proportion

Why is personal resilience so vital for professionals?

Monday, September 27th, 2010

Personal resilience is particularly vital for professionals for a number of reasons. They need to be robust to help their clients deal with the emotional problems and challenges they are facing that often result in confrontation, worry and stress. Professionals care about what they do and the quality of their services, so when mistakes are made, they are upset. As we have discussed already, they have to make difficult and complex judgements where there is no ‘right’ answer or absolute or predetermined solution, but only the ‘best answer’ for that particular situation. Even the most proficient professionals cannot always deliver what their clients want, with the result that they get blamed for this ‘failure’. Their clients often demand 24 hour access to them with increasing pressure being placed on their speed of response. They often have a working environment that can be noisy, disruptive and exhausting, with distractions from phone calls, emails, meetings and colleagues, resulting in them being overwhelmed and stressed with no time to think quietly or the energy to do their most difficult and complex work.

They may make mistakes due to having too much to do, being tired, as a result of inattention or being given responsibility for something outside their sphere of knowledge or ability. Because of the importance of their work, such mistakes can have severe repercussions. In addition, they may be blamed for mistakes that are not their fault and/or spend time and energy sorting out a problem that they would not have created in the first place. They can sometimes work in a competitive environment that creates an unwillingness to admit when they do not know the answer, so they fail to ask colleagues for help, leaving them to cope on their own with a resultant loss of perspective when problems arise. In the most serious situation, they can face the pressure of dealing with a formal complaint or claim against them, and become defensive and hostile to non-professionals attempting to make judgements on the quality of their service provision.

This may seem a long list and it is. Professional practice is not easy and I feel that too little emphasis is placed on developing ways of coping with it. A lot of attention is paid to intellectual ability and skill development, but a lot less (if any) goes into the emotional side.

New book is here!

Wednesday, September 8th, 2010

My new book, Developing resilience – the key to professional success has arrived! Rather than my previous two books that focussed on business development, this one is about personal development.  I wrote it because I was all too aware of how much good professionals, who care about the quality of the services they provide have been knocked off course in recent years.

For more information, please contact me on faw@westwood-associates.com.

Summer holidays

Saturday, July 17th, 2010

Unfortunately most client work does not stop to suit the timings of our summer holidays.  It is not unusual for a communication problem to develop at this point.  I worked at one point for a great lawyer who believed quite rightly in taking a decent break with his family in July and would usually give me a run down of what was likely to come up when he was away.  He had a great PA who knew his work inside out and kept an eye on most things without any help from me.  However, some clients simply would not accept that he has ‘deserted’ them in their hour of need and became demanding and anxious.

Remember that clients need sensitive handling just now and if you are off on holdiay, let them know that you are away, who will be dealing with their work and that you ‘trust’ that person to do as good a job as you!

Take a break!

Saturday, July 17th, 2010

It is often difficult to get the time to stop and reflect how well you are doing as we dash on to the next meeting. project or client file. Summer holidays usually result in having to work twice as hard the week before you leave to clear the Inbox and twice as hard the first week back, so is it worth it?

In my view, managers should worry when they see people not taking holidays.  I can think of a number of people who are so disorganised that they seem incapable of clearing a space to get away and nowadays it is all too easy to allow emails to follow us around the world.  I know some people prefer to access their emails when they are on holiday to avoid them backing up in their Inbox but seriously it is better to get a complete break from work.  Not only does it help puts things into perspective, it also ensure s that we do escape from the daily worries of work.