“Think like a CEO,” Sharad Somani tells his team.
This is a mantra that has earned the Partner at KPMG in Singapore the trust of a long list of clients in the public and private sector over the past 20 years.
“Don’t think, ‘I'm just a sector specialist’. A CEO may be thinking about project conceptualisation one day, firefighting on project execution another day, wondering how to go-to-market or take care of finances. KPMG offers a full gamut of solutions that a client may want, so we should be thinking more like a CEO: any problem that they might face, we should be able to bring the right solution.”
This means always staying close to the client, he adds. “By tracking their needs closely, we pick up the signs of what concerns them, what is top of mind and what keeps them awake at night. Having this pulse is very important.”
For Sharad, the key to a long and impactful career at KPMG in Singapore, which began in March 2005, lies in an unwavering commitment to helping clients thrive in an ever-changing world, whether it is helping clients leverage digital technologies to optimise sustainability performance and reporting, or developing innovative financing solutions for green infrastructure projects . Today, he is the go-to person at KPMG for Environmental, Social and Governance (ESG) and Infrastructure.
He reflects on why he has ‘stuck around’ KPMG over the past two decades.
“One factor is the very strong sense of entrepreneurship here. No two days are the same because you're addressing different challenges and issues. I also get to meet different clients from various sectors and geographies. A third is that we are always on the cutting edge of doing something new. Clients are only willing to engage you if you are giving them more than what they already know and adding value. This constant learning experience and practice of delivering results is so powerful.”
Opportunity in change
The world continues to be marked by rapid technological advancements, sustainability challenges and economic volatility.
“Things are changing so fast in a dynamic world. In fact, digitalisation, decarbonisation and decentralisation are fundamentally changing the business and economic environment. Business as usual is no longer an option.”
Such constant change can be daunting, but Sharad consistently demonstrates to clients how to transform challenges into opportunities. “Our role is to help clients tackle these challenges head-on and find pathways to sustainable growth. When we go to the client and help identify the problem statements, we also say, ‘Let's look at it another way: how are we going to convert this into an opportunity for you to grow?” That’s the value the client feels. Converting every challenge into an opportunity for growth is crucial.”
Staying in front of emerging trends is vital. Sharad credits KPMG’s people and global network for the Firm’s ability to remain at the forefront of industry trends, supported by strategic investments of over S$100 million in areas such as artificial intelligence and sustainability.
"We are not one office practice, but are present in 145 countries. The ability to connect with our network and understand what’s happening globally is valued by clients. The second aspect is, of course, our people. We hire many diverse talents across our organisation and each one brings a unique perspective and skill set.”
Courage to be challenged
Sharad adds that it is not enough to have a unique perspective. It is also important to have the courage to present these perspectives to the person in the corner office. “Challenging the client in a constructive fashion requires a bit of courage and being open to challenge as well. We don't claim to always be right, but if we constructively challenge each other, we can come up with a better solution.”
In his long career partnering C-suite executives, Sharad remembers there have been some clients who were more demanding than others.
“The most difficult clients teach you the best, and I have had a few of those in my career! In managing those relationships successfully, you achieve two things: the first is you develop confidence to face any client and situation in the future. The second is, when you deliver on some of those difficult jobs more successfully, you earn their trust and potentially forge life-long friendships.”
Leading by Reputation
For Sharad, one return on courage is an enhanced reputation, which is reinforced through trust and loyalty, especially in difficult times. "Reputation, for me, means to have somebody trust you to be on their side, even if everything goes wrong," he says. He recalls instances when projects didn’t go as planned, but standing by the client and working through challenges together has strengthened relationships and built lasting trust.
This commitment to clients extends beyond technical expertise, Sharad emphasises.
"True character comes out when you can stand with your client and say, ‘Let’s ride through this together. I’m with you.’ That’s what makes your reputation."
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