Putting yourself in the client's shoes : A little‐appreciated skill that can boost the success of HR people

Purpose – The purpose of this paper is to advance the view that being able fully to understand the perspective of a client is one of the key skills of successful HR people. Design/methodology/approach – Reveals that the most successful HR people are able to look at situations from the client's perspective at all times, although this valuable insight is rarely discussed or included in training programs. Describes how these skills can be imparted. Findings – Emphasizes the importance of putting oneself in the client's environment, doing what the client does and adopting his or her beliefs. Shows that, by seeing the situation from the client's perspective, it also becomes easier to present an idea or an argument in an assured, convincing way. Practical implications – Highlights a set of skills that will not come overnight, but which will eventually bring about a surprising change in the way clients relate to their HR partners. Originality/value – Contends that, as an HR person, being able clearly to understand the client's perspective is a hugely underrated and useful tool. It will help to tailor work processes, coaching and training sessions.