1. Looking Back...
GOING FORWARD BY
The issues facing professionals today are
many and varied; the constant barrage of
technology reminds us all of the need to stay
relevant for our clients, but in the quest to
do so, perhaps we’ve missed the obvious?
There’s no doubt that consumer trends have
shifted and the way that people receive and
process information has changed. Or has it?
We know the business model and leverage
aspects for professionals will shift; as firms
that have failed to adapt try to hang on to
their clients they’ll be forced to do so via
price war tactics which in the end, will force
prices down on the rest of us.
So if we’re not mistaken, we can assume
that all professional services will be
delivered in a blur of electronic reports and
downloadable apps, or will they?
Fun-Da-Mental:
...forming or relating to the most important
part of something; serving as a basis
supporting existence or determining
essential structure or function.
(Webster Dictionary Source)

2. Take a look at the model below and you’ll notice the ‘sweet spot’ that’s always been there and always
will be because in the end, we’re dealing with people, dealing with change.
Fundamentals...
You’ll notice the aspects of professional delivery that are ‘computer capable’ and as such, are easily
provided by web based or mobile apps. Templates and ‘fuzzy logic’ logarithms (the most prominent
being that of the ‘deep learning’ variety) will enable a myriad of accounting, legal, insurance and
financial services to be delivered with consistent ease.
But there, right in the middle is the part that doesn’t change. People dealing with the emotions of
change, conflict, opportunity and fear…
And this is where you fit in, (provided you know the fundamentals) as it stands to reason that this will
be the ‘new frontier’ upon which professionals will seek to distinguish themselves.
The problem then, is the same as it’s always been. Professionals need to learn all of the technical
aspects of their role without losing sight that in the end, those skills are only as useful as their ability to
influence behaviour. To make change, to make a difference.
Few professionals actually take the time to learn to become more effective in their communication,
choosing instead to focus ever more on their technical abilities in the blind hope that somehow, their
clients will notice and discern the difference between them and their competition.
So here we are again, back at the start of our issue.
Computation is eating the lower level advice engagements; leveraged activities are harder to generate
on a consistent basis so in order to move forward and remain
relevant, we need to get back to the fundamentals behind the
profession in the first place...

3. So let’s break it down to the 3 things we all need to focus on going forward…
1. Self-Awareness (contextual) – Be aware of your Orientation (Who you are, where you are, where
you want to get to) Know your Personality Strengths & Weakness (Be able to observe your own
Coping & Manipulation styles and that of those around you) Practise the ‘Art of Being Present’.
2. Frameworks – (conceptual hierarchies) – Frameworks make it easy for you to break down a
problem, reduces your learning time, increases your client’s ability to recall and understand complex
information, and improves collaboration. (They also make developing your team a darn sight easier)
3. Influence – You need to know the common drivers of human behaviour; at a conscious level you
must understand the ‘Filters’ applied to block your message and practise the P.I.F.T model when
communicating. (Physiology, Intent, Frameworks, Tonality) Being consciously aware of these
‘influence drivers’ will be crucial if you wish to compete in the last remaining ‘sweet spot’ for
professionals.
Dealing with change is always uncomfortable but like any transformation, must start with a level
of acceptance. As professionals we must accept that rapid change requires ‘Behaviour by Design’.
In short, we need specific skills or behaviours to replace ‘our old ones’ so we can focus on the
aspect of ‘adapting’ rather than the issue of ‘letting go’ but in the end, as everything changes
around us, we notice everything’s still the same…
Humans being human.
Fundamental Principles...
●

4. Mike Barnes
THE PROFESSIONAL DEVELOPMENT COACH TO ACCOUNTANTS, LAWYERS & FINANCIAL ADVISERS.
Mike regularly consults throughout NZ to increase the leverage within professional
services firms and speaks on a variety of topics, including ‘Closing the Skill Gap’ and
‘What Blocks Professional’s From Selling’.
Mike considers himself a ‘coaching addict’ – “It’s WHO I am, not WHAT I do” explains
Mike, “It’s how I’m wired; it’s in every part of my life”.
Mike is a passionate exponent of The Enneagram Personality Profiling System, (He
attended in New York at the hands of the ‘masters’ Don Riso & Russ Hudson) which
allows Mike to explore the ‘blockages’ that stop people from reaching their own true
potential.
“I coach professionals to do the things they won’t do on their own” says Mike, “my
greatest sense of self-worth comes from watching others grow and knowing I played
a critical part in it”.
Married to the love of his life (Natalie) and so very proud of his 3 kids, Mike still finds
time to coach and mentor NZ’s fastest motocross riders. “It’s an extremely demand-
ing and dangerous sport and the professional riders I work with have everything on
the line every time they race. Want to learn how to focus the mind and overcome
fear? – you’ve come to the right place…”
“I coach
professionals to do
the things they won’t
do on their own”
COACH
“The learning from this has been amazing!” says Mike. “The very real threat of serious
injury combined with the pressure of being a professional athlete is the perfect place to
find what really works, and throws out all the garbage that most of the ‘self-help’ books
promote”.
MIKE & KAYNE