If Clients buy professional services based on ROI, why is it that so many Experts focus on their deliverables rather than the business impact of their ideas?
Successful Client Service Partners are constantly looking for ways to make an impact with their Clients.
1) When their firm sends out a news bulletin, they follow up to discuss the impact for their Clients;
2) When they’re pitching an idea, the impact for the Client and their stakeholders is always front and center;
3) When they’re discussing fees with Clients they focus on the impact rather than the time spent.
If “impact” is so important to Clients, its important for Advisors to be as objective as possible when assessing the impact … What are the risks as well as the opportunities? What is the long term impact as well as the short term?
Once the business impact is acknowledged by the Client, everything else falls into place so much easier!
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