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Key Skills for Professionals

Book Description

Key Skills for Professionals will help you to acquire and develop the key skills that will enable you to stand out as a consummate professional in a fiercely competitive environment - the world of professional services.The skills covered are applicable across all professions and are of use both to those qualifying for a profession and those already working in a professional services business. Through demonstrating and effectively implementing these skills, you will enhance your career progression. The authors make use of realistic and relevant case studies based on their knowledge, experience and expertise. There are also practical exercises, management exercises and tools for analysing self-awareness and communication styles and summaries with ideas for further reading.

Table of Contents

  1. Cover
  2. Title page
  3. Imprint
  4. Table of contents
  5. Acknowledgements
  6. Introduction: acquiring the key skills of a professional
  7. 01. The professional services business
    1. Introduction
    2. Management and economic performance
    3. Business structures
    4. Strategic planning and risk management
    5. Effective financial management
    6. Financial control
    7. The engine of profitability
    8. Getting profitable work
    9. Conclusion
  8. 02. Communicating with clients, professionals and third parties
    1. Introduction
    2. Differences in people
    3. What is communication?
    4. Verbal and non-verbal communication
    5. A communication model – understanding the process of communication
    6. Listening skills
    7. Clarifying communication – asking questions
    8. Emotional intelligence
    9. Communicating with others in rapport
    10. Communicating with clients
    11. Conclusion
  9. 03. Personal organization
    1. Introduction
    2. The three circles of personal organization
    3. Circle A: forward planning and priority setting
    4. Circle B: self-organization
    5. Further tools and ideas
    6. Circle C: managing relationships and communication
    7. Delegation
    8. Conclusion
  10. 04. Effective business writing
    1. Introduction
    2. What we want to avoid
    3. Your writing strategy
    4. Action: making something happen
    5. Structuring longer documents
    6. Sitting down to write
    7. Accuracy: spelling, grammar and punctuation
    8. Conclusion
  11. 05. Presentation skills
    1. Introduction
    2. Do your homework
    3. Choose your content
    4. Structure your content
    5. Prepare to present
    6. Deliver your presentation
    7. Dealing with the unexpected
    8. Answer questions
    9. Conclusion
  12. 06. Meetings: making an effective contribution
    1. Introduction
    2. Before the meeting
    3. Effective preparation
    4. At the meeting
    5. Participating in meetings effectively
    6. Dealing with difficult people in meetings
    7. After the meeting
    8. Video and telephone meetings
    9. Conclusion
  13. 07. Networking
    1. Introduction
    2. What is networking?
    3. What is a network?
    4. Planning your networking strategy
    5. Developing your network – places to meet
    6. The networking event
    7. What prevents us from networking?
    8. Dealing with difficult people and situations
    9. Managing your network and yourself
    10. Measuring success − evaluation
    11. Conclusion
  14. 08. Negotiation skills
    1. Introduction
    2. Styles of negotiation
    3. Principled negotiation
    4. Preparing for a negotiation
    5. Your negotiation toolkit
    6. Tactics in negotiation
    7. Completing a negotiation
    8. Telephone negotiations
    9. Conclusion
  15. 09. Team working
    1. Introduction
    2. Individual performance and motivation
    3. Roles, relationships and groups
    4. Teams
    5. The life cycle of a team
    6. Effective team members
    7. The team leader
    8. Conclusion
  16. 10. Managing performance, setting objectives, maintaining momentum and responding to feedback
    1. Introduction
    2. The benchmark for good performance
    3. Objectives
    4. Maintaining momentum
    5. Receiving feedback
    6. Giving feedback
    7. Performance reviews
    8. Conclusion
  17. 11. Financial and commercial awareness
    1. Introduction
    2. Types of trading entities
    3. The role of financial information within a business
    4. Internal application of financial information: management accounts
    5. External application of financial information: financial statements
    6. The regulatory framework for statutory accounts
    7. Interpreting the financial statements: assessing the financial health of a business
    8. Conclusion
  18. 12. Behaving professionally
    1. Introduction
    2. Professional behaviour
    3. Confidentiality
    4. Conflicts of interest
    5. Client care
    6. Risk management
    7. Conclusion
  19. 13. Where do you go from here?
  20. References
  21. Index
  22. Full imprint