Success in commercial organisations is almost always measured in financial terms.  Put simply, successful individuals make a significantly greater financial contribution than their ‘average’ counterparts. (see section on Financial Return)
One of the key findings in studies of successful individuals in a range of professional positions is that two people can perform identical roles equally successfully and yet take quite different approaches to their work.  For example, one underwriter’s success may be based largely on their exceptional technical knowledge of the specific area of risk, whilst a colleague’s success results from the strong network of business relationships they have built.  Both, however, need the drive and determination to pursue and secure contracts, and the confidence to stand up for their opinions and beliefs in the face of opposition.

Studies of a range of occupations in commercial organisations over the past thirty years have found that some element of each of the following five themes is required for effective performance.

1.   KNOWLEDGE and SKILLS

• specialist, technical knowledge
• tacit knowledge of the market, people in the market, the economy
• the technical skills necessary to perform the professional role

2.   THINKING   

• analytical thinking – e.g. the use of logic
• conceptual thinking – e.g. quickly spotting the key issues

3.   DRIVE

• self motivation to achieve results; to do things more efficiently
• persistence to stick with an issue over an extended period
• a self starter, taking the initiative, not waiting to be asked or told

4.   WORKING WITH OTHERS

• working well with other people; collaborating effectively
• the ability to convince others of one’s own position or point of view
• developing teamwork and co-operation whilst leading people

5.   ATTITUDE

• confidence in one’s judgement: a positive “can-do” attitude
• the ability to adapt easily to changing circumstances