Successfully managing your career requires good communication.

If I were asked to identify the most prevalent failing of accountants, it would be the inability to effectively communicate, both orally and in writing. This isn't unique to the accounting profession, of course; communication is perhaps the most troublesome area in many disciplines.

But by neglecting to incorporate these nonaccounting skills into their overall professional development, CPAs not only shortchange their career potential, they can even inadvertently mislead their clients, despite having done good work for them.

For example, a friend of mine experienced the result of poor communication in his dealings with his accountant, a top-notch professional who'd done fine work for a long time. One year, after doing a thorough and exhausting analysis of my friend's finances, the accountant gave him a written report in which he recommended that my friend take certain actions. The advice was good but because of the accountant's use of ambiguous language my friend misunderstood one of the steps suggested and took the opposite action, losing money as a result.

COMMUNICATION SKILLS SMOOTHED GRADUATES' CAREER PATH

The importance of combining technical knowledge with effective communication skills was demonstrated a number of years ago in a study conducted by Purdue University. Although the subjects were young engineers, the lessons learned also are valid for the accounting profession.

Purdue's engineering graduates were as well educated as graduates from other fine universities, but Purdue found that its graduates hadn't climbed as high or as fast on the corporate ladder as had other schools' graduates. Seeking a reason, the school compared its curriculum with those of the other schools. The answer was clear: Alth core engineering curricula were similar, the other universities required many more courses in oral and written communication. Purdue revamped its curriculum, adding communications courses, and saw significant improvements in the career progression of its engineering graduates.

GETTING YOUR MESSAGE ACROSS

It doesn't do anyone much good to have knowledge and a lot of experience, yet be unable to communicate with others. There are CPAs who are content to apply themselves solely to technical matters, and they are an important part of the profession. But those who want to participate fully in today's rapidly changing accounting profession, in which extensive client and public contact are very often required, will find they must communicate effectively.

I suspect a certain arrogance often keeps professionals in many areas from admitting they would benefit from training in communication. They may believe they've always communicated perfectly well with family, friends and colleagues. But that's just personal communication.

CPAs seeking substantial upward career mobility will be called on to do much more than technical calculations, problem solving and reports. For example, they may have to address professional and trade groups or write articles for professional journals. They will have to market themselves and their firms. How effectively they discharge these nonaccounting functions will determine to a great extent their future success.

HONING SKILLS

There are many ways to sharpen one's communication skills that are not unduly time consuming or expensive. For example, adult education classes in writing or public speaking are offered at many local high schools and colleges. Private instruction also is available. Books on these subjects can be helpful, although they are not substitutes for hands-on training.

Today we live in what has been called the "information age" and we are witnessing an explosion of communication options. We owe it to our clients and our employers to communicate our expertise and knowledge as effectively as possible. And we owe it to ourselves, as well.