- Notebook & Pen – You never know when you will need to document a discussion, capture a client’s urgent request, or spontaneously have a thought or ideas for how to improve a proposal or presentation. Early in my career I learned that trying to remember everything is a fools errand, and that there is no faster way to damage a friend, colleague or client relationship than forgetting to follow up on a request or commitment. Over the years the tools and processes I use to capture, review and act on my notes has changed, but I always have a small notebook handy so the idea is never lost.
- Engaging answer to the question, “What do you do?” – Be prepared to respond with a sincere, engaging statement about who you are and what you do. Every time you meet someone you are presented with an opportunity to establish a new connection. It is up to you to make that opportunity count. Develop an introduction that succinctly tells something about yourself, with an emphasis on how you provide value to your client. “Hello, my name is Oliver Siodmak and as a Director in Deloitte Digital, I help our clients globally transform the way they market, engage and service their customers on the web. I have helped companies around the world generate significant additional revenue and increased customer satisfaction through a well planned digital platform.” This is not something you develop just once. Periodically review it so you keep your response fresh. Test new phases and find out what best engages your listener and motivates them to want to learn more. No matter what role you have within our firm, you are an ambassador of Delotte. How the market views our firm starts with you and how you present yourself.
- Clean business cards – While the world has gone digital there are times where exchanging business cards is the fastest way to share your contact information with someone. They should be clean and crisp so they make a good first impression. My cards now include my LinkedIn profile so the person can learn more about me through my online profile.
- Smartphone – Laptops are so last decade. I am always on the move and it is not always practical for me take out my Mac to complete some quick tasks. My iPhone 6+ contains a stable of apps, which allow me work productively on the go. Being successful means making the most of the time you have available. Don’t wait 6 hours to send off a follow up note to a colleague – take a minute before the next meeting starts to summarize a discussion and outline next steps. Keep your tasks organized and look for opportunities to clear another task off your to-do list. My smartphone is not just about email and texting. I have also used it to deliver a Deloitte Digital overview sitting next to a prospective client on a plane. I have connected it to a projector to delivered an entire proposal. I’m even writing this article on my phone as I fly back to NYC from a client meeting. While it has not yet fully replaced my laptop, it does allow me to be productive in places where a laptop is not practical. They key is to leverage tools that improve your productivity and demonstrate your responsiveness to your client and your colleagues.
Being a consultant I am used to dealing with the unexpected. These “surprises” are usually in the form of last minute customer requirements, flight delays, faulty projectors and defective laptops that spontaneously burst into flames. Imagine my surprise however when I got back to my hotel room late last Tuesday night to discover that my team mates “pranked me”.
A little background. For the past 10 days some team members and I worked diligently on a customer Proof of Concept presentation. Most of the team had been working in preparation of the event for several weeks where I was coming in to learn about the project and lend some final preparation assistance. What started as a 1 day trip to Dallas, TX turned into a 10 day trip to Los Angles, CA. We worked days, nights and weekends getting all the presentations and programs to work in sync for the big event.
The night before the presentation we had a client dinner scheduled but we also had submitted some last minute color printing to the local Kinko’s. Our Creative Director, Kerry, agreed to handle the job and since both he and Kim were scheduled to leave for home early the next morning, they agreed to pick-up the job and bring it back to my hotel room. I in-turn would bring it with me in the morning to the customer presentation. All appeared to be good .. or so I thought!
I find myself even now asking the question when they planned to get me. Did Kerry ask me for my room key knowing that that he had devised this scheme, or had the thought occurred to him after he was standing with the printed material in my hotel room. One thing is for sure … I never expected to return to my room after dinner to find my hotel room covered with neatly lined up tri-fold brochures all standing in a line, one after the other across the entire hotel room, like little paper solders.
I was also not prepared to explain the sketch he left on my bed of a gorgeous brunette kissing me which I discovered at the head of my bed. Even now Sharon is looking at me suspiciously.
The moral of this story … Never let your colleague pick up the printed material at Kinko’s while you go out to dinner and party with your client. For if you do … you deserve everything that happens to your hotel room in your absence. Thank goodness he didn’t find the mini-bar key and clean me out of my private stash of macadamia nuts!
Thanks Kerry & Kim for a great surprise and a really good laugh!