- Have you ever told a client that you didn't get his message when in fact you knew he called you days ago? You may have told yourself it was just a little white lie--"and I'm talking to him now, so what's the harm?"
- Have you ever become aware of a compliance violation committed by an associate that could hurt your firm, but you chose not to refer it to authorities? I would add: Would you act quickly to remedy the situation, even if it was difficult or uncomfortable to do so?
- Have you ever taken credit for bringing in a new client, even though a younger associate created the opportunity? Your rationalization might have been "Well, they have years to make a name for themselves..."
- Have you ever accepted a new client who chose you on the basis of a strong referral, but you knew you did not have the depth of experience to serve them properly? Were you able to offer top-notch service? Or did you have twinges of guilt and maybe think about calling in a consultant to make up for your lack of expertise?
- Have you ever had a client tell you he refuses to work with someone in your business because the person is a woman (or a man, or African-American, or Hispanic, or too old, or too young) and you made the change so as not to lose the business? How do you feel about that?
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