The headline of a recent article read, “Consulting Firms Must Become Real Businesses to Survive”.
The theme of the article is obvious and the author went on
to enumerate some of the areas in which professional services firms must change
their ways. Like all
periods of transformational change, there is good news and bad news here.
Improving
business practices has clearly been necessary for many professional services
firms including architects, accountants, attorneys, and consultants. I have
advised and worked in such firms and the opportunity for improvement has been
enormous.
On
the other hand, most professionals join professional services firms to “do the
work” rather than run or be part of a business. Something important is at risk
of being lost when clients become “customers” and not “clients.”
Advisory
professionals have a higher calling than just making sales and booking hours or
fees. Their job is to be there when you
need them and do for you what is in YOUR best interests, not what is in theirs.
Truly good advisors become successful because their clients become successful. It should not be any other way.
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