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      Unequaled

      Copyright © 2016 by James A. Runde. All rights reserved.

      Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

      Published simultaneously in Canada.

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       Library of Congress Cataloging-in-Publication Data:

      Name: Runde, James A., 1946- author.

      Title: UnEQualed: Tips for Building a Successful Career through Emotional Intelligence / James A. Runde.

      Description: Hoboken, New Jersey: John Wiley & Sons, 2016. | Includes index.

      Identifiers: LCCN 2016013558 (print) | LCCN 2016015925 (ebook) | ISBN 9781119081456 (cloth) | ISBN 9781119246084 (ePDF) | ISBN 9781119246114 (ePub) | ISBN 9781119246084 (pdf) | ISBN 9781119246114 (epub)

      Subjects: LCSH: UnEQualed – Vocational guidance. | Financial services industry – United States.

      Classification: LCC HG4534 .R86 2016 (print) | LCC HG4534 (ebook) | DDC 332.660973 – dc23

      LC record available at https://lccn.loc.gov/2016013558

      Cover Design: Paul McCarthy

      PREFACE

      When a team of us worked on the United Parcel Service IPO, it was the largest IPO in history at that time. A group from Columbia Business School read about the deal in the Wall Street Journal and asked if I would give a speech explaining how we had won such a large piece of business. This deal was unusual because UPS chose Morgan Stanley to be the lead underwriter without talking to any other investment banks.

      The speech that I made to the Columbia Business School students discussed the importance of emotional intelligence quotient (EQ), trust-based client relationships, and other soft skills. The presentation was well received, and word-of-mouth created demand at IBM, Princeton University, Davis Polk & Wardwell, and throughout Morgan Stanley. I heard the presentation was popular because I was authentic in telling stories and explaining what I had learned both from my mistakes and from the experience of others. Audiences also told me they liked hearing practical advice from a practitioner.

      I had been a reader of self-help books for many years, but found most of them to be irrelevant or in the “dare to be great” genre. I also read books about finance and banking; they were full of complex equations, but many of them said nothing about “client” – not even in the index. I could not find a book that provided useful tricks of the trade for professional services people in banking, consulting, law, or accounting. I began to see that my presentation might help fill that need.

      Over time, demand grew for my presentation, which resembled the first section of this book. This talk, called “Navigating Your Career,” was especially popular among new hires and on business school campuses. Later, I learned that mid-level bankers were asking themselves how they could become more commercial. It was hard to find a credible outside teacher or speaker to address this issue. I was asked to create another speech based on my experience with clients. The second section of this book grew out of the commercial presentation. About five years ago, I was told that since I had helped junior bankers navigate their careers and mid-level bankers bring in more business, I should create a talk that would help senior people who were becoming managers and leaders in the firm. The third part of the book is based on working with this more senior group.

      Soon I was doing as many as 50 presentations annually around the world. The presentations were unique because I focused on practical tips, I always shared my slides afterward, and I always asked for email feedback on ways to make my presentations better. Those emails often led to one-on-one coffees. Many of those coffee-mates kept in touch and asked for input as their careers progressed. My talks grew stronger because of this feedback.

      This book is the compilation of those three presentations, the feedback I received from my colleagues, and the lessons I learned from those mentoring sessions. I wrote this book because I wanted to help others succeed in their professional services careers. So here it is.

      That's why I wrote the book. Now who should read this book?

      I have learned through giving these speeches over the years that my presentations are relevant well beyond investment banking. This book is an important guide for any person whose success is dependent on the importance of EQ and trust-based client relationships and who wants to succeed in a professional services career. This book is just as pertinent for the person who is just starting a career in professional services as it is for the seasoned professional. The first section of this book tells a junior person how to make a “job” in professional services into a “career” in professional services. The second section provides advice for anyone who is covering clients or preparing to cover clients. The third section is an important guide for anyone who is taking on a leadership role in a professional services firm, whether you are leading a small team or a large part of a professional services organization.

      That's who should read this book. So why should you read it?

      Banks and other professional services firms are facing a shortage of talent, especially talent with the right mindset, which means a proven ability to network, create trust-based client relationships, lead people, embrace the firm's strategy and culture, and deliver commercial results. My goal in this book is to help you to learn from my experience – and my mistakes – so that you can be the right talent with the right mindset at every stage of your career.

      The critical distinguishing factor in a successful professional services career today is EQ. Emotional intelligence

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