What Leadership Means--Are You a Leader?

Source: The Rainmaker Academy Blog

Following are excerpts from a recent blog posting.

Recently I've been asking the managing partners of firms to name their best leaders. A few moments later I ask them to name their top rainmakers. Most of the names are the same. Yet, too many people try to teach leadership without regard to the purpose of the business: to create and serve a client.

Leadership is not knowledge. It is not education. And, leadership is not management.
Noted author and management expert Peter Drucker said: "Leadership is performance. It is mundane work, unromantic, boring and unsophisticated." Colin Powell, former secretary of state of The United States said: "Leadership is the art of accomplishing more than the science of management says is possible." Jack Welch, former CEO of General Electric and leadership authority, said: "Leaders inspire risk taking and learning by setting the example and getting results. Leadership training should focus on moving quickly, demanding accountability and rewarding results."

Leadership is more than knowing what has to be done. It is doing what has to be done.

Accounting firm leaders are some of the best rainmakers because they do what has to be done--grow the firm. And the best ones coach their other partners and managers to lead by influencing new clients to join your firm and by influencing existing clients to use more of your firms' services.

Most accounting problems take thought, study, contemplation and a deliberate approach to solution. Not so leadership. Leadership requires in-the-moment decision-making and action. As Carlos Ghosn, chairman of Nissan North America, says: "Leadership is acting, not thinking or knowing."

Click here to read the complete January 28, 2010, blog entry, "Rainmakers are Leaders," on http://www.therainmakeracademy.com/.