Unequaled

Preface xi
 
Acknowledgments xv
 
1. Navigating Your Career (How to Manage Yourself ) 1
 
I. What Is There Other Than Brains and Hard Work? 3
 
II. Emotional Quotient (EQ) 5
 
Adaptability 6
 
Adapting to Adversity 7
 
Collaboration 8
 
Empathy 9
 
III. The Three Ds: Details, Deadlines, and Data 13
 
Details Always Matter 15
 
Know Your Deadlines 17
 
Get the Data Right! 19
 
IV. Expectations and Evaluations 23
 
Promotion Committee 24
 
Grab That Cup of Coffee with the Boss 26
 
V. Networking: Risks, Benefits, and Tips 29
 
Benefits of Networking 31
 
Be Systematic 31
 
Icebreakers 32
 
Currency 33
 
VI. Where Are You? 35
 
How to Be Happier 37
 
Create a Roadmap to Your Dream Job 38
 
Navigating the Headwinds and Tailwinds of Your Career 39
 
VII. Selling Yourself 41
 
Speak Up 42
 
VIII. The Path to Sponsorship 45
 
Role Models 45
 
Mentors 46
 
Sponsors 48
 
IX. Magic Formula 51
 
Ability 51
 
Opportunity 52
 
Courage 52
 
2. Becoming More Commercial (How to Work with Your Clients) 55
 
X. Why Is Being Commercial Relevant to You? 57
 
Turn Client Relationships into Revenue 58
 
How to Be More Commercial 59
 
XI. How toWin Business 63
 
The Art of Building Client Relationships 67
 
How to Monetize Client Relationships 69
 
How to Better Persuade Others 72
 
XII. How to Prepare for the Client Meeting 75
 
The Four Rs 75
 
Change of Mindset 78
 
Have a Strong Opening and Strong Close 79
 
How to Ask for the Order 81
 
Dealing with Rejection 82
 
XIII. Differentiating Yourself with Clients 85
 
Differentiating Yourself through Likability and Trust 85
 
Differentiating Yourself through Insight 87
 
Using the

"This book is a testament to Jim Runde's contributions to the investment banking industry and his invaluable insights and mentoring of colleagues over four decades. Runde presents an indispensable guide to those who would like to refine their performance, build and maintain client relationships, advance their careers, lead with exceptional ideas, and distinguish themselves as professionals."
 
--COLM KELLEHER, PRESIDENT, MORGAN STANLEY
 
"There could not be a better compass with which to navigate a career in any service profession than this gem of a book. This is a must-read for any young banker, lawyer, or other professional."
 
--THOMAS J. REID, MANAGING PARTNER, DAVIS POLK
 
"Jim Runde's book answers the many questions professionals would benefit from asking but often don't. His practical advice and clear, simple guidance on what to do, and how to behave on critical dimensions of client service are tips from which all service professionals could benefit. I wish I had read them during, not after, my 27-year career in consulting."
 
--NORA AUFREITER, DIRECTOR EMERITUS, MCKINSEY & COMPANY
 
"UnEQualed gives great practical advice for someone early in their careers and even on down the road to any CEO. Runde shares his own career experiences, both the positive and the painful, so you won't have to learn the hard way. An essential read to achieve your personal best!"
 
--W. RODNEY MCMULLEN, CHAIRMAN AND CHIEF EXECUTIVE OFFICER, THE KROGER CO.
 
"Read this book. Runde makes a strong case that it takes much more than book smarts and hard work to build a successful career. Runde's commonsense guide shares what will make all the difference in achieving excellence."
 
--RONALD L. SARGENT, CHAIRMAN AND CEO, STAPLES, INC.