3. Professionalism shows and encourages commitment
There will be times when a direct and even forceful approach is necessary. In these cases, it is important to balance assertiveness with visible signs of openness alongside a firm demonstration of respect.
A clear indication of professionalism is pivotal: punctuality, comprehensive briefing, and preparation will instill confidence even in the face of internal apprehension. It becomes a tangible manifestation of reliability and competence, proof of the commitment needed by both parties.
While military forces are noted for their punctuality and attention to detail, in the world of business, these signs could be equally beneficial to create a more conducive climate when the situation is tense and the outcomes important.
Stephen: “In a heated exchange with an officer over the conduct of dangerous night patrols in South Sudan, I vividly recall that he suddenly turned my spectacles upwards on the table so that the lenses would not get scratched. With that simple act of thoughtfulness, he demonstrated through this attention to this small detail, that he too was invested in the engagement – without my spectacles, I would have been unable to continue in a professional manner. I felt I could trust him to respect my position and proceed with our difficult discussion.”
Giulia: “In the business world, the importance of showing up – from the very start – as considerate, polite, and professional cannot be underestimated. An executive should come to any high-stakes conversations promptly and well-prepared. While the details of many meetings are out of our control, proper preparation will show they take the meeting seriously.”