The question you need to be able to answer

About 2 years ago, I sat in front of an impressive HR Director at a law firm who I had been introduced to and she asked me....so, Miranda: "Why you"? I went blank. After 17 years of experience, at the time, managing really complex and challenging projects all over the world, and being self-aware and self-examining as I always am, all I could come up with was:

"I would say ask my clients and those who I have helped over the years. I can send you some contact details so you can speak to them directly".

She looked unimpressed and a bit disappointed. And of course – why wouldn’t she be? People buy people. Talent management and acquisition is all about extracting and understanding motivations. If I didn't feel comfortable and confident talking about my own 'Why', how could I be tasked with extracting someone else's? Put this in any interview situation, the interviewer needs to know who you are if they are to manage and work with you - this is not a 'what's your track record' question!

Of course I knew the answer- I had loads to say (never normally short on words!), but I do what I do for a job because I enjoy being an advocate for other people. I committed to myself that I would make an effort to answer that uncomfortable question properly. So today we set a team exercise of answering that really important question: 'Why You'?

Here's mine - hopefully this may help you realise the impact and flow-on effect of just how important this is to take time to address. When you analyse and outline how you operate, who you are, how you think, what's important to you: this allows you to establish true connection with your audience but also allows you to know clearly what's right for you. Being open and describing these elements will win you the RIGHT client, the RIGHT job or environment - the right one for you.

So.....eeek.....tell me "Why Miranda"?

1. I will only promote clients who I would happily go and work for myself. I can only grow something I’m passionate about. So what?: When I believe in it, I will be a major asset in the promotion of your business - not just in attracting talent, but clients and work.
2. I like real meaningful connections. I don’t want a huge raft of transactional clients – there are only so many hours in a day and I would rather spend them making a mighty impact on a smaller group of people. There are many times a volume approach could have made us more money. I just don’t believe it helps people in the right sustainable way. So what? : So we adopt an 'inch wide mile deep approach'. That means I live and breathe the clients we act for. As a client, you will quite literally dictate the success of my business. It's a risk I'm willing to take because I fundamentally believe in your business, strategy and people.
3. My job is my passion and my hobby. I get to help make people’s lives just a little bit better for a living– it is so rewarding being able to feel ‘I helped them maximise their true potential’ or ‘I helped build that’. And counselling people through hard decisions and moments. So what?: Because I care, and love what I do, I'm interested in the right and best outcomes for the long-haul. I ask a lot of questions because I need to ensure my advice is spot on and I expect to be held to account for it.
4. My expectations are high for myself but also those we work with and I believe in fairness and that relationships are two way streets. So what? : I will come through on my commitments, but I do also expect clients to come through on theirs - we reflect on eachother's reputation.
5. I was a scholarship child at boarding school and always felt like I didn't quite belong, so I worked twice as hard to prove I deserved to be there. I was regularly told I wasn't capable in formative years - it just made me determined to prove people wrong. So what? This is now engrained - the bigger the challenge, the more complex, the more resistant the audience - the more determined I will be to make it all work.
6. My late father was a wonderful man with an energy which was magnetic. And he was always so optimistic and whimsical – the downside of which was that he made many commitments and promises which he was never able to fulfil. I spent much of my childhood being excited one moment, and hugely disappointed the next. So what? : I hate disappointing people and am wired to follow through on every commitment. I feel like we are that Fedex advert – where whatever it takes, they get that parcel delivered, with a smile.
7. I own my own business because I need freedom to be creative. I believe the legal market needs and will continue to experience dramatic change - by contrast the resourcing market has remained relatively stagnant. So what? Change is needed and we want to play a major part in driving that change collaboratively with those we work with and for.

The essence of all of the above has shaped our company culture and values. Our strategy is defined by our clients’ future direction. We always deliver – 100% of the time, however long that may take us. Fact. And 95% of the individuals we have helped in the last 15 years remained with that firm or corporation for more than 6.5 years, many are now leaders. We don’t just get a result, we get the right result.