Another person I interviewed for the book is Andrew Graham, Managing Director of a boutique project management consultancy. I asked him the question, “If you were to hire a accountant/accounting firm what are the things you look for?” Here is his response. (My words are in italics)
Trust, meeting their intentions and experience, in the same market sector, with a business of our size.
Trust? They aren’t an employee and you in all likelihood will only need to meet with them a handful of times. Why is trust important to you?
Because that is what we offer our clients. If we’re going to promote ourselves as a trusted business advisor to our clients, then why would be expect anything less from the people that provide a service to us?
Trusted business advisor is a term that’s been cheapened through overuse in recent years. It’s easy to say. However, its difficult to earn that status and but it’s very easy to lose.
I think the term is a signal to the market regarding the intentions of you and your business for my business. What do you genuinely intend out of your relationship with me? Do I, as a potential client, trust that or not? If I trust that, then I’m happy for you to provide service to me. It boils down to whether I genuinely believe the intentions you have in your relationship with me. If I genuinely believe, of course I’m going to take your advice. In fact, I’m going to look for it.
How do you gauge whether or not I am genuine in my intent for your business, that I want to add to it rather take away?
I don’t know that you can answer that other than through the way you feel about the relationship you have with the person. I don’t believe that there is any formula for it, I think it’s whether or not you feel right about the relationship. Do I trust you or not? If I don’t trust you, whether or not that’s right or not is irrelevant. The fact is I don’t trust you. If I do trust you, equally whether or nor that is right is irrelevant, the fact is I trust you.
Bye for now,