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Table of Contents

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 Apple Five Steps of Service 89 XIV. Assessing the Client Situation 91 Know Your Client's Vital Signs 91 How to Know if You Are Making Progress with a Client 92 XV. How Firm Strategy Is Commercial 95 Know Your Firm's Strategy 95 Connect Firm Strategy to Commercial Impact 96 Clients Hire Your Firm and They Hire You 97 Trust-Based Client Relationships 100 3. Becoming an Exceptional Leader 103 XVI. Engaging and Leading People 105 Three Hats 108 Three Cs of Team Building 111 Screening Prospective Team Members 112 XVII. The War for Talent 117 The Three Ms 119 Be Alert to theThree Ds 121 Values and Culture 123 XVIII. Importance of Exceptional Leadership 125 Herzberg's Motivation-Hygiene Theory 125 A Team Never Forgets How You Make Them Feel 127 Importance of Optimistic Leadership 128 Definition of a Good Boss 130 Knee-Jerk Reaction 132 Adaptive Leadership 134 XIX. Control the Controllables 137 XX. Closing Advice 139 Ten Books that Might Help You 139 Highly Practical Tips 142 Summary 145 About the Author 147 Index 149

About the Author

JAMES A. RUNDE became America's longest-serving investment banker at a single institution in May 2014 by celebrating forty years at Morgan Stanley. He is corporate director specializing in strategic and financial advice, best known for his role in advising the United Parcel Service on its IPO in 1999.

Reviews

"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.

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