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Becoming a Contract Controller by Ron Rael

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Chapter 7Hired Gun Skills—Part 2

“I found out there is more to me than I imagined.”Ron Rael, Leadership Coach

Introduction

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.

Dual Service Skill Cluster

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 the Hired Gun Needs

More special skills need by the Hired Gun include

  • Future visioning

  • Selling your solutions (convincing others about your ideas)

  • Managing a client’s expectations

  • Marketing professional services

Skill #5: Future Visioning

Many of the projects that you are hired for will be messes created by people who are visionary but lack ...

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