Maister on Relationships

Source: Bowman First Alert

In an article reproduced by Bowman, David Maister, a Boston-based consultant to professional firms, says it’s not clear that CPAs want to change from “transactional” to “relationship” connections with their clients. Professionals talk about wanting relationships but act like they don’t. Maister says CPAs should get clients to stop thinking of “them” and start thinking of “us.”

Relationships are based on trust. Too often CPAs act as adversaries.

The difference between relationships and transactions is like that between experts and advisors. Experts have to be right. Advisors are helpful as they guide clients in their decision-making processes. Do you want to be an advisor, or do you want to be in charge? If the latter, you won’t develop relationships.

Many of the same principles apply in dealing with people inside the firm.

For more information on Maister on Relationships go to http://cpamarketingbestpractices.com/blog/.

From Bowman First Alert, Vol. II No. 63, Bowman Communications, 323 Wilcrest Drive SW, Atlanta, Georgia 30044-5253, 770-972-0783.