Reading this book felt like a validation of the way we handle meetings with prospective clients.
The trend within the accounting industry is to hold your cards close to your chest – disclosing nothing of value until you convince a business owner to become a client. The belief is that this is the only way to ensure you engage with high-quality clients.
We have always bucked this trend. Instead, we have a principle that all staff abide by – “Always advise instead of sell”. Perhaps it’s because we’re not natural salespeople (how many accountants would be!?), but we’ve always preferred to help a prospective client with whatever their challenge, rather than talk about ourselves.
It turns out that Patrick Lencioni has written a fantastic book about this specific idea. It’s great. (Not just because it helps us confirm that we are on the right track, despite what the rest of the industry is doing ? )
OFFICIAL BOOK DESCRIPTION:
Another extraordinary business fable from theNew York Timesbestselling author Patrick Lencioni
Written in the same dynamic style as his previous bestsellers includingThe Five Dysfunctions of a Team, Lencioni illustrates the principles of inspiring client loyalty through a fascinating business fable. He explains the theory of vulnerability in depth and presents concrete steps for putting it to work in any organization. The story follows a small consulting firm, Lighthouse Partners, which often beats out big-name competitors for top clients. One such competitor buys out Lighthouse and learns important lessons about what it means to provide value to its clients.
Offers a key resource for gaining competitive advantage in tough times
Shows why the quality of vulnerability is so important in business
Includes ideas for inspiring customer and client loyalty
Written by the highly successful consultant and business writer Patrick Lencioni
This new book in the popular Lencioni series shows what it takes to gain a real and lasting competitive edge.
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