What Businesses Want From Advisors?

February 9th, 2018

I have been taking some time to listen to my own advice. What do clients and prospective clients want from me? What makes me different from all the other advisors and coaches trying to gain client trust?

This lead me down the path of trying to understand what people want from me and how can I do a better job of helping them. Here are some of the things I think business want and need.

Businesses want to get things done. They want their advisors to anticipate their needs. They want fast results because there is a lot to get done. They want advisors to tell them how to “improve profits” and “gain a competitive advantage.” Try to talk to them in language that they understand and that is not tech-talk.

Advisors and clients need to plan their work together. Businesses want help in measuring and monitoring everything, so they can achieve better results. Tell them like it is and don’t fudge the facts.

Make sure that you’re available and around. Ask them questions about non-accounting and non-technical things and make sure that you understand their objectives.

Help them learn from you. Also, train their people so they can share the expertise you have to offer. Be out front and dig into the operations. Think about the problems and give business owners access when they’re worried.

Give them something new and different. Make them stand out. Give in from time to time, but don’t ever give up. Yield on means and methods, but NOT on their goals.

Clients want your help to build better a business. They want help with their commitment to grow and create a vision of what truly can happen. Finally, help them access the resources and systems to make it happen.

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