BE PERSONAL 139 The "How" of Standing Apart and Getting Hired When it comes to landing the client or getting hired by a company, there are four hows of communicating personal commitment. How do you say it? Do you speak with conviction? Do you convey a sense of passion for the issues being addressed? Do you relate the potential assignment to the values of the organization and what it holds important? Do you really care . . . or is it just an act? How do you behave? Do you reach out to people individually? Do you walk directly to them with confidence to greet them and introduce yourself? Have you done your homework about each of the people in the room, and do you look at them when they speak? Are you relaxed and confident? Are you being genuine? Are your words and behavior in sync? How do they react? Your success depends on their reaction. Do they believe what you are saying? They will be wondering whether they would like to work with your team and, especially, with you. Do you convey that they are an important priority for you? How do they feel? People will be judging you by their gut reaction as much as anything. Do you look directly at them? When you make a commitment, do they feel you really are committed? How can you make them feel that you will be ready, willing, and able at any time to help them? Most often the "how" will win out over the "what." Many are qualified to execute the "what" on a potential client's or employer's behalf. But very few will stand out if judged by the "how." In the long run, the relationships that will be the strongest, those that will endure and last the longest, will be based on the "how": the personal commitment. The simple fact is that strong relationships--those with a strong per- sonal connection--can overcome mistakes and problems, but weak rela- tionships cannot tolerate even the simplest mistake or problem. And we all know that, at some time in any relationship, mistakes and problems will arise. This kind of personal commitment is the stuff of strong repu- tations that endure and careers that grow. American Management Association / www.amanet.org