I’ve had a piece of paper in my "interesting but what to do with it?" pile for about six months. It’s entitled, "An L-Factor Assessment" by Tim Sanders, author of the book, "The Likeability Factor."  It’s a quiz that one can take to understand their Likeability Factor–the ability to create positive or negative feelings in another person. According to Sanders, the higher your L-Factor, the greater your chances for success, health and happiness.

Recently, I was working with a client, Dale, who is developing a new practice within an investment banking firm. I asked for the ideal client profile for this new practice, from the firm’s perspective and from an individual perspective.  When we got to the "here’s what I look for in an ideal client" part, Dale listed several attributes, including strategic thinker, passionate, good listener. And then I heard the words, "I need to like them."  As in likeability. 

I was curious.  "What happens when you aren’t working with someone that fits your ideal client profile?" 

"Oh, it’s hard to complete the deal.  When you are working on a deal, you spend ALOT of time with the client. You have to be able to connect."

My L-Factor came out to be 7.1. I think I’ll spend some time trying to improve it.