4 must-haves for your next consultancy role

March 10, 2022 1:05 PM

Accounting, like every client service career, is all about people, with a side of savviness for numbers thrown in for good measure.

As accounting has evolved through the decades, the amount of finance or mathematical competency has somewhat reduced while other soft, strategy skills, technical prowess and emerging trends continue to increase. Have accountants stopped being accountants?

In many cases, yes. As bean counters, we have focused less time on meeting regulatory compliance checkboxes and more on strategically assisting organizations with emerging financial issues, growth concerns and strategic planning. Our focus is on compliance through the effectiveness of highly automated controls in third party-hosted, cloud-based platforms with global accessibility, blockchain technology or potential cryptocurrency transactions flowing through zero trust frameworks.

Our skill set has broadened as the demand for our expertise spans a larger footprint. Clients are looking for a trusted advisor. Are you ready to fill those shoes?

Here are four must-haves to prepare to meet the curve balls of modern business:

Innovation

McKinsey & Co. published some staggering statistics on innovation. To summarize, 90% of survey respondents think business has fundamentally shifted in the last two years while only 21% feel prepared to execute. In the most challenging moments in their careers, client executives will seek advice from experts.

They seek new ways to operate more efficiently and effectively through process and technical innovation. They are looking for creative solutions. How can they implement organizational changes? What solutions can you recommend from your research? Have you focused on feasible innovation?

Everyone likes shiny objects. But shiny, attainable and deployable objects are what change the landscape and create sustainable solutions that really solve problems. They can become the cornerstone of a new strategic vision and the first step in evolution. When innovation is too far out of reach, selling it to shareholders or board members is less likely to occur and not worth the paper napkin you crafted it on. Instead, focus on those (slightly) innovative changes that will add value.

Communication

Relationships make a career. They act as an agent of change for clients that need additional support through growth and operational transition. Those relationships are based on honest, transparent and educated communication. In fact, 47% of accountancy job listings reference excellent communication and listening skills. Nearly every university strongly recommends or requires a communication course prior to graduation, and most firms provide additional communication coaching as part of learning and skills growth.

Without a focus on building and continuing to invest in those core skills, your delivery will be marginal at best. Only one priceless commodity trumps the ability to effectively communicate with your client: trust. A commodity built on, yup, you guessed it: solid communication.

Initiative

No one destined for success sat around waiting for an invitation. To be an expert, you must not only have a hunger for knowledge and display it across a variety of skill sets but have the initiative to take on challenges and overcome obstacles before they occur.

Identifying risks prior to occurrence, investigating cost-saving options, and presenting operational efficiencies based on procedural changes can show a client you are invested in their success. You are not simply a per-hour FTE, but a solution engineer actively working on your collaborative success. Showcasing that interest will likely garner increased opportunities for leadership, more complex assignments and greater trust across the client organization.

Authenticity

While the term “authenticity” has recently become a buzzworthy fan favorite, its meaning still carries significant weight. Accountants typically have a strong propensity for precision with a potentially low likability factor. As we’ve discussed, the need for strong communication and interpersonal skills, the ability to relate to the client community and to understand their reality, and to provide solutions that meet the demands of their daily operations is crucial.

An authentic approach in conjunction with the above skill set can neutralize even the toughest client critics. Through every difficult client situation, an opportunity to cultivate a more meaningful relationship can present itself. The key to unlocking that opportunity is authentic communication paired with demonstrated expertise. It also results in unquestioning trust and support.

I recently discussed a recommendation from a colleague and my only support for the recommendation was “because Joe said so.” Given the context, the recommendation was immediately followed. Anyone who knew this expert also knew his recommendations didn’t need additional commentary. Authenticity breeds that level of trust.

As you embark on your next role, these basic skills will support your success. Your agility and ability to embrace innovation, communicate in a clear and concise manner, take initiative, and authentically engage will create a strong foundation from which you can launch your career success.