‘Finders’ generate leads for new business from new sources.They go out and create opportunities to talk with prospective clients about problems they can solve.They don’t wait for the phone to ring; they go out and find business.

If their firm is of a certain size they may be required to generate work not just for themselves but also for members of a team.

In some firms quiet, thoughtful, softly-spoken people may be successful finders. I have also known finders in professional firms who reminded me of slick used-car salesmen. The majority of course will fall somewhere along the spectrum between these two extremes.

What is crucial however is the willingness to listen carefully, synthesise what you hear and provide valuable responses.

Plenty of ambitious professionals are successful finders even though they don’t have the gift of the gab.Plenty more may have struggled historically with finding new work before they learned some of the secrets of effective networking. Other key skills that can contribute to being better at finding work include – speaking in public, pitching for work and closing the sale.

In summary:

All ambitious professionals can be good ‘finders’ if they take the time to hone four key skills – in so far as these are relevant to their position, their roles and their firm.