Posts

“Do you know anyone … ?” (part 1 of 2)

I was in a meeting earlier today with a client talking about some upcoming projects we are working on together. Towards the end of the meeting my client asked me the question “Do you know anyone …?”

I have heard these four simple words thousands of times during my working life – in fact its how I feed my family!

As a headhunter/executive searcher the bulk of my work involves broking relationships between various parties. For the first half of my search career it was bringing together employer and potential employee, however, in recent years I’ve been the “glue” between various business parties wanting to achieve a mutual outcome.

Anyway, back to my client meeting. My client asked me if I knew anyone that worked in a specific field within the Australian Agribusiness industry. My response (always) in this type of exchange is yes.

As I left the meeting and started to reflect on my client’s need, I thought how many of your accounting clients need that same type of help. People, be they business owners or employees, tend to trust their accountants and often go to them for advice, financial and  otherwise (see the 26 January post and read about Sandra’s story).

It is clear from the posts contained in this blog that clients are wanting more and more from their accountants, lawyers and other advisers. For example, what if one of your clients asked you “do you know anyone …?” As a trusted adviser is it really good enough to give an outright “No …  I don’t” without even trying. Is that really good enough?

Now lets not be ridiculous about this. If a client comes asking you if you know anyone who can teach him/her pole dancing then you can safely say that you don’t. (Unless of course you do which is kind of funny on several different levels 🙂 ).

However, if a client comes seeking some help with an introduction to someone with marketing expertise or web development skills or legal knowledge about a particular area or anything else that will help him/her in their business and/or personal life wouldn’t it be better for both parties if you were able to help? Your client would be happy and be grateful to you; and would have a deeper and more meaningful relationship with your client. Not a bad outcome.

I’ll share with you in the next post one of the ways I get to know people that is both quick and inexpensive. Well worth reading!

Keep smiling and bye for now,

James E