When you see a Consultant in Harley Street (or the equivalent in Hospitals up and down the country) they will often give you options. For example: You could try this new drug or you could have this operation. How do you decide?
My wife’s approach is to turn the conversation around and to ask the Consultant what would they do if they were the patient or if their child/mother was the patient? In other words she asks for Advice.
The letters that accountants write to clients often contain a lot of technical information (often far too much in fact). And if the client has asked questions the letter will contain information intended to answer the questions. It’s very common for such answers to be in the style of ‘on the one hand, this, and on the other hand, that.’
I used to encourage my staff to check that their letters contained Advice when this was appropriate. I used to stress that clients don’t just want Answers, they want Advice. So if there were two (or more) possible options, I suggested that our letters should always advice which route to go, which option to take. This was of course subject to knowing that certain clients would prefer us not to do that. In my experience however most clients wanted Advice and generally did as we advised.
Is being an accountant that different from being a Consultant on Harley Street (when it comes to giving advice on technical matters)?
Like this post? You can now obtain my ebook containing loads more insights, short-cuts, tips and advice aimed specifically at accountants who want to STANDOUT and become more successful. You can buy the book or download a summary for free here>>>