In the world of senior finance, audit, and tax roles, technical expertise is just one piece of the puzzle. Equally important is the ability to build trust, influence others, and communicate effectively. One often overlooked technique that can help achieve this is mirroring - the subtle practice of reflecting someone else’s behaviour, tone, or mannerisms to create rapport and connection. In other words, it is a practical way of building rapport quickly and authentically.
What does building rapport mean?
Building rapport means creating a sense of mutual trust, ease, and understanding with another person. It is the feeling that you “get” each other, which lowers defensiveness and opens the door to productive dialogue. In professional settings, building rapport is the foundation that lets technical insights land effectively.
Why is building rapport important in relationships?
Whether at work or in life, building rapport strengthens relationships by fostering psychological safety, empathy, and cooperation. People are more receptive to ideas, feedback, and change when they feel heard and understood.
In senior finance roles, building rapport is particularly important when it comes to business partnering. Finance professionals increasingly work alongside colleagues across different departments, helping to influence decisions, challenge assumptions and provide strategic insight. Developing trust and strong working relationships enables these conversations to be more productive, ensuring financial expertise is understood, valued and acted upon.
Mirroring can take several forms that directly support building rapport. Body language mirroring involves subtly adopting a similar posture or gestures to the person you are engaging with. For instance, if a client leans forward while explaining a concern, leaning forward slightly yourself conveys attentiveness and alignment. Speech and tone mirroring involves matching pace, volume, and language. If an executive speaks slowly and thoughtfully, mirroring that cadence rather than rushing your response signals respect and understanding. Even behavioural mirroring, such as adopting similar energy levels or small habits, can reinforce a sense of harmony and trust in professional interactions.
How can I build rapport quickly with someone new?
Start by listening actively and matching their communication style in a subtle way. Use mirroring to reflect their body language and tone, ask open-ended questions that show curiosity, and paraphrase their key points to confirm understanding. Share small, relevant details about yourself to humanise the interaction, and look for common ground. These actions accelerate building rapport because they demonstrate presence, respect, and alignment without feeling scripted.
The effectiveness of mirroring lies in its ability to trigger subconscious signals of familiarity. Humans naturally feel more comfortable and connected with people who behave in a similar way. In interviews, subtly mirroring an interviewer’s body language or tone can help establish a positive connection, while in client meetings, it can make complex discussions smoother and increase receptivity to your advice. A senior finance professional might, for example, mirror a client’s gesturing style when presenting a tax planning recommendation, helping the client feel understood and engaged. These small cues compound into strong outcomes because building rapport reduces friction and increases trust. For more guidance on demonstrating your interpersonal skills during interviews, explore our advice on competency-based interview questions.
What are the best techniques for building rapport at work?
Combine mirroring with clear, respectful communication. Prepare thoughtfully so you can focus on people, not just numbers. Use active listening (summarise, clarify, and confirm), calibrate your pace and detail to your audience, and demonstrate reliability by following through on commitments. Adapt to stakeholders’ preferences, some want concise headlines, others appreciate context and data trails. Offer empathy in moments of pressure, and use collaborative language (“we,” “let’s explore”). Across all of this, mirroring serves as a low-effort, high-impact tactic for building rapport because it aligns your presence with theirs.
It is crucial, however, to exercise subtlety. Overdoing mirroring can appear forced or even mocking, undermining credibility. The key is to be natural and empathetic: respond to cues in the conversation, adjust gradually, and remain authentic. Used thoughtfully, mirroring is a powerful tool that complements technical skill, allowing senior professionals to influence, persuade, and foster trust in business contexts. As one senior partner once noted, “Knowing the numbers is important, but understanding people is what makes the numbers matter.” In short, building rapport turns expertise into impact.
