Our daughter, for reasons known only to herself, called this one John.
We have four chickens, and recently our neighbour acquired a Rottweiler, so my wife put up some wire fencing to separate the chickens from certain death. She carefully left plenty of space under the fence for the wildlife to get through.
This morning, John decided to ignore that space and try to squeeze through a hole in the fence that was not big enough for him and got stuck. We rescued him with bolt cutters and thankfully he’s fit, healthy and still very feisty.
John could have taken the simple path but, for reasons known best to himself, he chose a complex alternative and got himself stuck.
Many accountants are extremely good at creating complexity, typically by talking in jargon or ‘tax speak’. Too often, accountants are excellent at sounding like an expert, but your client has no idea what you’re talking about!
Are you simplifying the complex so that you can relate to your client on their terms? The more you do that, the more likely the relationship will strengthen even further, and they will embrace your recommendations.
On the other hand, if you blind them with jargon and tax speak, expect polite nods and blank looks!
Having spent almost 10 years in a business advisory capacity in a fast-growing UK firm, Colin Dunn FCA has spent the past 25 years training, coaching and consulting to accounting firms globally. Read more »
It’s an employee’s market. Old thinking will NOT help your recruiting efforts. Tell prospective new hires how you focus on target clients, dictate the terms of the client relationship, price upfront, work with ReNew and collaborate with firms on the leading edge of the profession.
One of our definitions of leverage is to use something to maximum advantage.