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OCTOBER 2005
Five Essential Character Traits Foundational to Success
If you have read my newsletters, attended one of my workshops, or been involved in my personal coaching program, you know that I am highly focused on building a strong value proposition and being a trusted advisor. In the past, when I have been involved in hiring new people, I have made it a practice to center my hiring process around uncovering the character of the individual I am considering. The fact is, most companies hire based on skills, but then fire based on character. I recently came across a letter published by "DailySuccess.Org" which clearly spells out five essential character traits for successful people. We would be wise to start building these areas into our lives as part of our value proposition:
1. Availability
Adjusting my schedule in order to accomplish the tasks that are assigned to me. The point of availability is not to always be available, but rather to have an attitude of availability and willingness to do what it takes to get the job done. It's the character that reflects an attitude of serving our customer rather than the greed often associated with winning the business.
2. Initiative
Seeing what needs to be done and doing it. All achievement starts with initiative, without it you can never be a leader.
3. Diligence
Accepting each task as a special assignment from those I serve and using whatever resources I have to accomplish it. A diligent person will never lack for work because there are so few diligent workers out there. King Solomon wrote many years ago, "Seest thou a man diligent in his business? He shall stand before kings; he shall not stand before mean [obscure] men". Today we might also consider standing before the economic buyer rather than the technical administrator.
4. Creativity
Likely one of the most lacking traits in any business person I meet is that of Creativity. It means finding new and more efficient approaches to accomplish a project or initiative. Peter Senge points out in the Fifth Discipline, that the tension between your current reality and your vision produces creativity. People who lack creativity likely don't have a clear vision, or have not come to terms with their current reality. Figure out where you are, develop a clear and meaningful vision, and start creating.
5. Wisdom
This is the other trait lacking for most of us. Wisdom means seeing and responding to life's situations from a greater frame of reference. In other words, if you could see from God's perspective, all that has happened, and what will come, what decision would you then make? Part of wisdom is constantly learning from your mistakes and the mistakes of others, and surrounding yourself with wise men and woman who can offer you counsel as you face new situations (This is what coaching is all about).
As I travel around and speak to various groups I am aware that building the business is difficult. The technology market is constantly changing, companies are consolidating, competition is increasing. It is more essential than ever that we develop a strong value proposition to our customers. Some of that will be in your expertise to advise and the integrity you demonstrate as a trusted advisor. But without a doubt, these five character traits will be foundational to your success.
Please pass this on to anyone you know who is working to build a profitable solutions business today. Consider having David Stelzl speak at your next quarterly meeting or customer event. Create a value proposition that positions you as the expert and attracts new clients. Consider hiring a professional coach to accelerate the process. |
