We’ve all done it I’m sure. We make assumptions about what our clients want, their reasons for asking for advice, the fees they will pay and their motivations in business, explains Mark Lee. But what if we’re wrong?
Why do accountants assume?
The main reason accountants do it I suspect is because we think we’re entitled to make assumptions based on our experience. And, yes, I know I’m making an assumption of my own here. It’s so easy to do.
If you have plenty of experience in practice then you should, almost by definition, know what tends to drive clients.
After all, you have worked with plenty of other clients who have faced similar issues and challenges. You have experienced the reactions of many, many clients to your fee proposals. And you can point to dozens of occasions where your preconceptions and expectations have been matched by reality.
Perhaps you also think that clients expect you to know all the answers and that this requires you to also know why they have asked their questions.
Maybe there are other reasons?
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- The dangers
- Fee limiting
- The lost opportunities
- What can we do?
About Mark Lee
Mark Lee works almost exclusively with savvy sole practitioners who want more out of their practice. More clients, more money, more time, more satisfaction - or everything!
An accountant by profession, Mark moved away from the provision of professional advice in 2006. He is now a professional speaker, mentor, facilitator, author and debunker.
Mark Lee is a realist and regularly debunks myths and hype related to his areas of interest and expertise. His keynote talk for audiences of accountants is How to STAND OUT and be more than 'just another accountant'.
Mark is passionate about helping accountants generally so is a keen blogger and commentator in the accounting and tax press. He is consultant practice editor of AccountingWEB and has written hudnreds of articles here that have been viewed over a million times.
Check out how he could help you here: www.BookMarkLee.co.uk/savvy
Mark stopped giving tax advice himself despite being a past Chairman of the Chartered Accountants’ Tax Faculty. He is however Chairman of the Tax Advice Network - the UK's highest ranked lead generation website for tax advisers and accountants. The network also publishes a weekly practical tax update for accountants in general practice and full tax support, on demand too. You can also use it as a lead generation resource for local people seeking tax advice from an accountant.