“I found out there is more to me than I imagined.”Ron Rael, Leadership Coach
After completing this chapter you should be able to
Apply the Gap Analysis to uncover your client’s goals and deficiencies.
Use a defined process to sell someone on your ideas and suggestions.
Proactively manage the client’s expectations.
Find multiple ways to market yourself through social media, visibility, and networking.
In this chapter, we will concentrate on four high-level skills that may be new to the person wanting to become a contract Controller or CFO. Yet, you will need these to be successful. Whether you decide to continue as a Hired Gun, this skill set will serve you well throughout your career.
Several of these skills—selling your ideas, marketing, and managing client expectations—are usually foreign to the typical Controller. A comment I receive when covering these speaks volumes about how accountants typically define themselves.
“If I wanted to sell something, I would have gone into marketing!”
Mastering these high-level skills takes time and practice.
More special skills need by the Hired Gun include
Selling your solutions (convincing others about your ideas)
Managing a client’s expectations
Marketing professional services
Many of the projects that you are hired for will be messes created by people who are visionary but lack ...