Wednesday, November 23rd, 2016
“Practice does not make perfect. Only perfect practice makes perfect.” – Vince Lombardi
Want a simple way to train and develop your people? Try repetition.
Think about how your new college recruits learn to become skilled accountants and CPAs. In many firms, it goes like this. You train them on basic auditing. You may send them to a 3-day training course sponsored by your firm association, state society or inside your own firm. You may do it online. But it is very focused.
Then they are assigned to engagement after engagement where they do the same thing over and over until they “get it.” Then they receive a more difficult task and they do it over and over until they become proficient, and so on. They become more and more skilled, they ask great questions and learn from others, they make mistakes and correct them and over time their confidence and skill become top notch.
People learn from repetition. It is much more effective than a one or two-day training session.
You expect your managers to bring in new business and they aren’t very good at it. This also applies to some partners, they are not able to do the basic function of a partner – perpetuate the firm. Why not apply repetition to teaching people in your firm how to sell.
You best rainmakers are the teachers. Ask them to always have a shadow (less experienced person) when they meet with a client. When they meet with a prospect. When they meet with a referral source. When they attend a business networking event. When they attend a charitable fund-raising function. When they attend a Chamber of Commerce meeting. You get the idea.
Expose them over and over again to business development situations. Have them try it on their own – over and over again. Repetition solidifies skills.
- "Don't join an easy crowd. You won't grow. Go where the expectations and the demands to perform are achieve are igh."