Promotion to partner : The importance of relationship competencies and interpersonal style

Purpose – This longitudinal study seeks to advance the understanding of consultant relationship competencies and interpersonal style in promotions to partner. Design/methodology/approach – The relationship management survey (RMS), 360‐degree competency assessment and FIRO‐B interpersonal style instrument were completed by 382 principals in two global professional service firms (PSFs) as part of their professional development. Client assessments of competencies in the areas of building relationships, trust, and collaboration, and self‐assessed interpersonal style, were used to predict promotion to partner over a five‐year period. Findings – Interpersonal style preferences for expressing inclusion towards others, and wanting openness from others, are linked to clients' perceptions of relationship competencies each of which predicts promotion to partner (multiple R 2 =0.474). Practical implications – PSFs need to select and develop people who have interpersonal style preferences that support the relationship competencies essential for their advancement and firm success. Consultants can enhance their promotion potential by building relationships with clients, developing mutual trust, and fostering collaboration – which may require altering their style to be more inclusive of and open with clients. Originality/value – The behavioral aspects of consultant‐client relationships can be targeted so as to enhance individual development and promotion potential, and to guide PSFs in apprenticing future partners and obtaining more client work.