Many people are attracted by the idea of giving other people advice and guidance - it brings out the 'people-loving' side of even 'die-hard' human resource and employment management professionals who think they might just retire into that role.

DODO FOOD? Just because people you managed in the organization used to listen to you before when you had some control over their lives does not mean that they will pay attention now. You must have something that they would cheerfully pay to hear.

In fact - you need within just a few minutes to build a rapport so strong that the individual will comfortably tell you their life story, unafraid and in total confidence. If you cannot do this now you should not practice on your clients. Do you really listen, so you can hear even what is NOT being said?

IDEAPRENEURS I want you to listen for the person. Listen for who the person is. It comes from focusing your attention on them and on anything you can learn about them as people. Here are three ways you can become a better listener:

Become aware of the thoughts that run through your mind when you are listening to someone. Do you get strong thoughts running through your mind such as "She's right, she's not right? This is good, this is not good? I agree, disagree?

If you become aware of these filters you can get rid of them and PAY attention.

Most people spend the time they should be listening, preparing what they are going to say - so how can you be listening? Instead of concentrating on what you are going to say - concentrate on knowing the PURPOSE of your listening to listen for WHO the person is.

KARMA Reflect back to the other person something about what they have said or about themselves - this shows the other person that you were really listening.

"So what YOU are saying is?"

Understanding where people are coming from and what motivates them is a crucial skill in any career consultant. Make developing your patience, listening and empathy skills a life-long goal.

Has your working self got integrity? Not just adherence to a code of values but does the WHOLE of you stand up to scrutiny? A building needs integrity to stand tall. If a support pillar is cracked, we say, 'the structure has no integrity'.

MAGIC Identify where your integrity is less than ideal, subtle, or 'gaping chasm' and take radical action to make them whole again. Turn this around and you'll be able to take your client, onwards and upwards.

Teach your clients networking by YOUR example. As you know, it is NOT about numbers it is about the QUALITY of the relationships you develop with people. Networking takes effort, it takes time to build up close contacts and your time must be carefully managed for maximum benefit.

As a good and credible gatekeeper you can take your client's network from zero to easy- maintenance group of supportive experts and potential JV colleagues in as little as six weeks.

BE NATURALLY BETTER CONNECTED Begin now - show them how to use random acts of kindness. Paying for the coffee of the person behind them in a coffee bar, (or opposite on the train) stopping and speaking with a homeless person or dropping by an elderly lady and fixing her light bulb.

MASTERMIND In the exploding world we live in you cannot rely on giving people the benefit of your advice that is built on the 'old days.' (You know when you had a good idea you milked it for as long as you could.)

Let it go and move on - old ideas are the victims of diminishing returns. Understanding price, advertising, technology and products, transparency and connectivity are key to keeping you and your client ahead.

Copyright (c) 2007 Margaret Stead