Tuesday, February 8th, 2022

People Will Seek You Out

“Professional is not a label you give yourself – it’s a description you hope others will apply to you.” – David Maister

As a CPA, have you thought much about how you get new clients? Why do clients like you and why might they not like you?

You can learn a lesson from David Maister. He is retired and his messages are from years ago but they certainly ring true today.

Maister asks his audience of attorneys (and it could be CPAs), what don’t you like about dealing with a certain doctor? The list – They talk down to me. They make me wait. They are in too much of a hurry. They don’t explain things in a language I understand. They don’t smile. And, you can continue this list.

Yet, they are the expert and you want them to take good care of you. After your interaction, you might not ever go back to them.

Now, take this situation and apply it to yourself… You realize that you do sometimes make them wait. You appear to be in a hurry and too busy. You use too much tax and accounting jargon… what else?

If you don’t do all the things that you hate about a doctor visit, new clients will seek you out and want you to be their CPA.

If you are not familiar with Maister, watch this 5 or 6 minute video. He was quite unique, in-your-face, and right on target about professional services. If you have never heard him speak in person, you will probably be dumbfounded by his style.

  • "My experience has taught me that success comes not to those who swing for the fences every time at bat, but to those who commit themselves to a continuous program of constant improvement, base hit by base hit."
  • David Maister

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