The value of getting intimate with clients
I first encountered the idea of becoming a ‘trusted adviser’ many years ago, even before I was introduced to David Maister’s seminal book The Trusted Advisor, explains Mark Lee.
It seemed obvious to me. As an accountant and tax adviser I wanted to be trusted by clients and thus to be a trusted adviser.
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- Trusted advisers
- The benefits of trust
- Trust = credibility + reliability + intimacy + self-orientation
- A common mistake
- Balance is good
- Intimacy can be learned