Professional success in professional services industries is often attributed to a combination of technical expertise and personal attributes that set certain professionals apart. After interviewing over 40 highly successful individuals in professional services, some common traits emerged as critical to their achievements.
These attributes aren’t just buzzwords; they are qualities that shape how these professionals approach their work, build relationships, and ultimately thrive in their careers. Let’s delve into six of these key attributes.
Attribute #1: Passion
“Clients like passion. They want to be around you when you’re passionate, so find something that you’re interested in. Whether it’s the social aspect, or whether it’s the equipment, or whether it’s the technical papers, get into it. Stop dwelling on stuff that you don’t like and find something that you do like.” -Jeff Berk, PE, principal at engineering firm GHD
Attribute #2: Caring
The Oxford English Dictionary defines caring as “to feel concern or interest.” You can’t become a successful seller-doer without building lasting client relationships.
“My father and my mom used to say, ‘In order for you to succeed, we want you to be an A-student in society, and it’s okay to be a B-student in schooling.’ Be good with people.” -Saiid Behboodi, PE, principal of PBS Engineering & Environmental
Attribute #3: Ownership
With an owner mindset, you assume responsibility for finding opportunities to learn, sell, partner, and help clients. You take ownership of client relationships and the business’s success no matter what.
This sense of ownership and responsibility is why Dave DeLizza of Pennoni once traveled several hours through a severe snow and ice storm to meet with a potential client and his team. Almost 30 years later, Pennoni is still working for that client.
Attribute #4: Confidence
Confidence is the quiet assuredness that you know your stuff, can build relationships with people, and can win them over. Confidence begins with self-respect and authenticity.
People can tell the difference between authentic confidence and bravado. It was a lesson Laura Wernick at HMFH learned early: “I was trying so hard to be this perfect salesperson that I wasn’t perceived as being genuine.”
Attribute #5: Persistence
If you are never faced with fear or doubt in your career, then you’re not pushing through your barriers. If becoming a seller-doer were easy, then every engineering professional would be one.
“I remember a statistic from SMPS that said it takes seven outreaches before you finally connect with somebody new. And most people give up after the first one. Until they say, ‘Quit bugging me,’ keep calling.” -Judy Nitsch, retired founder of Nitsch Engineering
Attribute #6: Assertiveness
Being assertive is vastly different from being aggressive. Assertive people look for opportunities rather than waiting for opportunities to be presented to them.
“We were opening Florida offices, and our executive team was going to walk the halls and study org charts to figure out who to send. I offered another way to select those who want to help us expand and said, ‘Why don’t we put out a call and ask? Let’s see who raises their hand.’ Similarly, when it’s time to look for our next business developers, I watch for those who raise their hands. They tend to have their antennae up for opportunities”. -John Mick
The road to success in the A/E/C industry is paved with more than just technical and communication skills. Personal characteristics and attitudes matter. By cultivating these traits, you enhance your personal development and position yourself as a key player in the industry.
Interested in learning more about becoming a successful seller-doer?
Click here to get my book on Amazon!