Recruiting in China

Like many profound ideas, ¡°professionalism¡± is an ambiguous concept used to refer to a wide range of attitudes, skills, values and behaviors. For example, if one asks people what is meant by referring to a consultant as ¡°really professional,¡± one hears a variety of replies. A really professional consultant, I am told,

Gets involved and doesn¡¯t just stick to their assigned role
Reaches out for responsibility
Does whatever it takes to get the job done
Is a team player
Is observant
Is honest
Is loyal
Really listens to the clients¡¯s needs
Takes pride in their work, and shows a commitment to quality
Shows initiative

This list indicates some of the differences between a ¡°really professional¡± consultant and an ordinary consultant. It reveals that a high level of professionalism doesn¡¯t stop with a foundation of technical qualifications and analytical skills. In addition to these basic attributes, the right attitudes and behavior must also be in place, and these become the distinguishing factor for achieving real professionalism. My former business manager, Julie MacDonald O¡¯Leary, said it best: ¡°Professional is not a title you claim for yourself, it¡¯s an adjective you hope other people will apply to you. You have to earn it.¡± (David H. Maister, True Professionalism, Free Press, 1997)

¡°You have to earn it¡± may not be a bad way to summarize what professionalism is really all about. It means deserving the rewards you wish to gain from others by being dedicated to serving their interests as part of an implied bargain. Professionalism implies that you do not focus only on the immediate transaction, but care about your relationship with the person with whom you are working. It means you can be trusted to put your clients¡¯ interests first, can be depended upon to do what you say you will do and will not consistently act for short-term personal gain. Professionals make decisions using principles of appropriate behavior, not just short-term expediency.

Significant efforts have been made, and continue to be made, to ¡°professionalize¡± consulting by promoting the use of the CMC¨CCertified Management Consultant¨Cqualification. However, professionalism is not about qualifications and certification. Having an MBA from a name school or official recognition from a trade association or certifying body might say something about your knowledge, but these pieces of paper are unlikely to be predictive of your attitudes and behaviors, and maybe not even your skills. No formal qualification will ever provide complete assurance to the buyer that the provider will act appropriately, even if equipped with the required skills.