Giving clients what they need, not what they want

I’m in two minds about this old giving-clients-what-they-need-not-what-they-want adage. On the one hand it appeals to the image we agency types like to project of being top-table, C-Suite, trusted adviser consultant types. On the other I shy away from the intellectual arrogance that it implies. I suspect that many clients …

Great clients are a finance director’s nightmare

Three little words. Not those three little words. These three little words. “You’re the experts.” When a client says these words and means them, they might as well have said “I love you”. They might as well have said “I love you” because “you’re the experts” has a powerful emotive …