My colleagues and I are always looking for resources relating to building business. So I was excited when I recently read a book that provides a very practical framework for growing and sustaining a successful book of business—Give and Take: A Revolutionary Approach to Success, by Adam Grant.
To be clear, it’s not that the main idea is ground-breaking—people who give to others of their time, energy, expertise and contacts build robust networks that bring them great success and happiness in the long term. What’s revolutionary is the level of research and numerous illustrative stories that demonstrate what positive, productive giving means in the workplace. The book is filled with invitations to do more of what has worked for others and “watch-outs” identifying what tactics to avoid.
Grant, a professor at the Wharton School of Business, posits that there are three kinds of people; Givers, Takers, and Matchers. This is not a complicated concept. Givers give openly (sometimes too openly). Takers are about “what’s in it for me.” Matchers will give, but are always measuring the amount of giving to correspond to previous or anticipated giving by others to them. I think we all know that some people are naturally more generous, and others are naturally more selfish. But this book points out how we can cultivate behaviors that make us better Givers.
Meaningful giving can take many forms, all of which are focused on supporting others to achieve their goals. But this does not mean not taking credit when appropriate, or allowing yourself to be taken advantage of. It does mean putting others’ success first—which is what client service and effective representation is about. Caring about others’ success is also what builds effective client service teams and departments.
Give and Take has suggestions for guarding against Takers, who might exploit the generosity of Givers in a variety of ways. This is helpful, because the legal field can be a breeding ground for Takers—particularly in certain work environments. It is quite possible to give openly while keeping our guard up and practicing Sincerity Screening (as Grant refers to it).
At Threshold Advisors, our clients are accustomed to hearing us talk about developing and sustaining business YOUR way and about adding value for clients and connectors wherever possible. Give and Take is about how and why to add value.
So if you haven’t already done so, I encourage you to read this book. Keep giving generously, and taking care of yourself and your clients while doing so. To help create a culture of healthy value-adding relationships, be a model of giving that others can follow. It will bring you long-term success as well as great personal satisfaction.