The concept of “command and control” is dead. It has been replaced by “connect and collaborate.” Your best currency in business is your relationships. Your knowledge is a distant second. Listen, respond, and express gratitude. Think of it as a loop; initiate communication; make connections. Make sure to close the loop and serve as the resource “hub.” Be the best-of-brand in your business by providing solid service and competent references to your clients and prospects. Be your clients’ concierge.

Tips on Connecting

• Become a THOUGHT LEADER:  present important issues in your profession (as opposed to what you do)
• Promote others in your network as part of your mission to EDUCATE and COLLABORATE
• Challenge yourself to stop saying “me,” start saying “you”

Active Efforts to Connect People Build Good Will and Trust, and those Relationships Bring Opportunities to Collaborate
Here are some ways to connect people:

• Provide someone with name and contact info
• Provide someone with company info/brochure
• Call someone to say someone will be calling
• Provide a testimonial or recommendation letter
• Write email of introduction and promotion
• Introductory call of introduction/promotion
• Arrange a meeting
• Attend the introduction meeting you arranged
• Provide assessment of need and interest
• Give a referral that is a closed deal

A Collaborative Concierge Looks Like This in the Family Office Business

A Family Office Concierge has vast broad knowledge with strong technical skills. He has a vast network of resources that he shares with his clients. He can translate “technical speak” and embraces and promotes orderly change. An effective Family Office Concierge focuses on governance (be it corporate or family); the results of his efforts are reflected in the actions and behavior of the people in the organization. Your concierge provides thought-leadership by asking good questions and listening to the answers (rather than answering questions and talking). He functions as a communications hub for the family and the providers. He objectively facilitates clearance of all recommendations collaboratively and openly with a healthy degree of skepticism. He is a servant-leader with an open-door policy. Finally, as a bonus, he’s got a wry sense of humor (oh, and did I forget humility?).

Tips on Transcending from Successful Collaboration in Your Work to a Legacy, Improving Your Community, and Philanthropy

• Put people in your network together
• Express gratitude for all that others do for you
• Find or create community causes that make you valuable to your community
• CHALLENGE: None of this is chargeable time