Key Skills for Professionals will help you understand and develop the skills you need to be truly professional in a fiercely competitive environment. The areas covered in this book are useful not only to those qualifying for a profession but also for those people who are already working in a professional services business. Practising and demonstrating these skills effectively will help you in your day-to-day work, and could enhance your career progression. Based on their knowledge, experience and expertise, the authors first explain the theory and applicability of each skill area and then provide practical and realistic advice as to how to apply those skills in the working environment on a daily basis. Each chapter explains appropriate management tools and theories in plain language using practical exercises, realistic and relevant case studies and tools for analysing self-awareness, communication styles, financial and commercial awareness and effective writing. The book also contains useful summaries and ideas for further reading.

Includes case studies based on the knowledge, experience and expertise of the authors; practical exercises; management exercises and tools for analysing self-awareness and communication styles

Acknowledgements Introduction: acquiring the key skills of a professional01 The professional services businessIntroductionManagement and economic performanceBusiness structuresStrategic planning and risk managementEffective financial managementFinancial controlThe engine of profitabilityGetting profitable workConclusion02 Communicating with clients, professionals and third partiesIntroductionDifferences in peopleWhat is communication?Verbal and non-verbal communicationA communication model -- understanding the process of communicationListening skillsClarifying communication -- asking questionsEmotional intelligenceCommunicating with others in rapportCommunicating with clientsConclusion03 Personal organizationIntroductionThe three circles of personal organizationCircle A: forward planning and priority settingCircle B: self-organizationFurther tools and ideasCircle C: managing relationships and communicationDelegationConclusion04 Effective business writingIntroductionWhat we want to avoidYour writing strategyAction: making something happenStructuring longer documentsSitting down to writeAccuracy: spelling, grammar and punctuationConclusion05 Presentation skillsIntroductionDo your homeworkChoose your contentStructure your contentPrepare to presentDeliver your presentationDeal with the unexpectedAnswer questionsConclusion06 Meetings: making an effective contributionIntroductionBefore the meetingEffective preparationAt the meetingParticipating in meetings effectivelyDealing with difficult people in meetingsAfter the meetingVideo and telephone meetingsConclusion07 NetworkingIntroductionWhat is networking?What is a network?Planning your networking strategyDeveloping your network -- places to meetThe networking eventWhat prevents us from networking?Dealing with difficult people and situationsManaging your network and yourselfMeasuring success -- evaluationConclusion08 Negotiation skillsIntroductionStyles of negotiationPrincipled negotiationPreparing for a negotiationYour negotiation toolkitTactics in negotiationCompleting a negotiationTelephone negotiationsConclusion09 Team workingIntroductionIndividual performance and motivationRoles, relationships and groupsTeamsThe life-cycle of a teamEffective team membersThe team leaderConclusion10 Managing performance, setting objectives, maintaining momentum and responding to feedbackIntroductionThe benchmark for good performanceObjectivesMaintaining momentumReceiving feedbackGiving feedbackPerformance reviewsConclusion11 Financial and commercial awarenessIntroductionTypes of trading entitiesThe role of financial information within a businessInternal application of financial information: management accountsExternal application of financial information: financial statementsThe regulatory framework for statutory accountsInterpreting the financial statements: assessing the financial health of a businessConclusion12 Behaving professionallyIntroductionProfessional behaviourConfidentialityConflicts of interestClient careRisk managementConclusion13 Where do you go from here? Index